Opportunity Management Overview

 

Training content to enhance the sales rep skills required to find and prosecute sales engagements, including stakeholder management, discovery, navigating politics, and negotiating value.

Click on a Oppportunity Management Asset for an overview of that asset.

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OM201: Navigating & Motivating Opportunity Stakeholders

Improve the sales rep’s ability to identify Key Opportunity Players, analyze existing opportunity relationships, and work to improve deficient relationships

Asset Level: Gold

Required Prerequisite: None

Recommended Prerequisite: None

OM202: Value Discovery – Uncovering What Matters

Improve the sales rep’s ability to uncover relevant customer information to create a value-based solution proposition.

Asset Level: Gold

Required Prerequisite: None

Recommended Prerequisite: OM201

OM301: Navigating and Influencing Opportunity Decisions

Improve the sales rep’s ability to navigate and influence competitive customer opportunity decisions

Asset Level: Gold

Required Prerequisite: OM201

Recommended Prerequisite: None

OM302: Choosing & Executing a Competitive Sales Strategy

Improve the sales rep’s ability to evaluate the competitive landscape, choose an appropriate sales strategy to win, and then execute a tactical campaign in support of that strategy

Asset Level: Platinum

Required Prerequisite: None

Recommended Prerequisite: OM201, OM202

Not Currently Available

OM303: Controlling the Sale

Improve the sales rep’s ability to use jointly developed agreements with the customer in the sales campaign to gain competitive advantage and influence the buying process

Asset Level: Platinum

Required Prerequisite: None

Recommended Prerequisite: OM201, OM202, OM302

Not Currently Available

OM203: Building a Value Story – Creating a Story Based on What Matters

Improve the sales rep’s ability to create a compelling value story that aligns with the customer’s “original need”.

Asset Level: Gold

Required Prerequisite: OM202

Recommended Prerequisite: OM201

OM204: Value Presentations & Demos – Presenting and Demonstrating What Matters

Improve the sales rep’s ability to plan for and present a compelling value story that resonates with the attending Key Players and moves the sales campaign forward

Asset Level: Gold

Required Prerequisite: None

Recommended Prerequisite: OM203

OM304: Structuring & Creating Value-based Proposals

Improve the sales rep’s ability to structrue and create value based proposals.

Asset Level: Platinum

Required Prerequisite: None

Recommended Prerequisite: None

Not Currently Available

OM205: Preparing for Effective Value-based Negotiations

Improve the sales rep’s ability to effectively prepare for value-based negotiation discussions with customers

Asset Level: Gold

Required Prerequisite: None

Recommended Prerequisite: OM201, OM301

OM206: Executing Effective Value-based Negotiations

Improve the sales rep’s ability to effectively conduct value-based negotiation discussions with customers

Asset Level: Gold

Required Prerequisite: OM204

Recommended Prerequisite: OM201, OM301