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
