SSOR (Strategic Selling Opportunity Review)

Methodology Training

The Objective

  • Train, update or refresh on the fundamental principles of Strategic Selling and best practice Opportunity Plans
  • Interactive ILT course working in groups focused on real live Accounts/opportunities
  • Five self-contained modules, each comprising theoretical training followed by an opportunity for small-group preparation.
  • The culmination of the course is a formalised Opportunity Review presentation using live opportunity data from all of the previous modules in front of the whole class for peer-group critique

Target Audience

Account Managers, Systems Engineers, Sales Management, Systems Engineering Management, Sales Executive Management, Sales Overlay Functions, Customer Advocacy

Account Discovery for Business Outcomes

Methodology Training

The Objective

  • Interactive ILT course working in groups focused on real live Accounts
  • Using the 4Sight Framework to Analyse the customer and come up with Transformational Ideas for both the customer and the sales team.
    • Intelligence – Deep Dive Account Discovery
    • Insight – Identify Gaps, Opportunities & Big bets
    • Action – Create an executable plan
    • Governance – Enforce execution and Review
  • The culmination of the course is a formalised presentation and Review using live account data from all of the previous modules in front of the whole class for peer-group critique

Target Audience

Account Managers, Systems Engineers, Sales Management, Systems Engineering Management, Sales Executive Management, Sales Overlay Functions, Customer Advocacy