Tactics without strategy is the noise before defeat.
- Sun Tzu
This is as true today as it was thousands of years ago. Sellers who can build and execute a strategy to win sales opportunities of all sizes—from the everyday to the most important—consistently win more sales.
In Mastering the Sales Opportunity, your sellers will learn a comprehensive, systematic, and repeatable process for creating winning sales strategies, plus they’ll be introduced to a rigorous opportunity planning tool.
Learn the science and process of “Win Labbing” opportunities to generate the best ideas, strategies, and action plans.
You’ll be introduced to the Sales Opportunity PlannerSM, a tool proven to succeed in creating rigorous plans for winning every sales opportunity.
Develop strategies that set you apart from the competition, maximize value, and put you in the best position to win.
In our core two-day instructor-led Sales Opportunity Management workshop, suite of online programs, and other components of the RAIN Group educational system, we teach your team how to:
of Elite Performers agree their sellers have the skills needed to consistently drive and win sales opportunities vs. only 50% of The Rest.
Sales winners educate buyers with new ideas and perspectives 3X more often than second-place finishers.
of companies do not believe their sales process is customer-focused.
In the RAIN Group Center for Sales Research study, The Top-Performing Sales Organization, we found that “improving sales opportunity approach and planning,” “improving our ability to communicate value,” and “optimizing the sales process” represent 3 of the top 4 sales leadership priorities.
If sellers want to win, they must plan to win from the start. They must infuse value throughout the sales process and approach each sale from a customer-focused point of view.
Mastering the Sales Opportunity not only gives your team a proven opportunity approach and planning process, it also covers exactly how to maximize value for multiple decision makers in a variety of roles.
Mastering the Sales Opportunity training is fueled by decades of experience and our own primary research, including What Sales Winners Do Differently, Top Performance in Strategic Account Management, and The Top-Performing Sales Organization.
Our opportunity planning process, approach, and tools are customer-focused and tailored to address the needs of each individual opportunity while maximizing value throughout the sales process.
Training is not our focus. Behavior change is. We have a complete learning system focused on real behavior change and results that includes assessment, program customization, and robust reinforcement to ensure that skills are learned and applied. Learn more.
We take a blended approach to learning that drives real behavior change and results. Our programs include a mix of delivery options and components, including: