Planning
As a society, we aren’t great planners. B2B business development can typically take up to 3-12 months or more. Very often our planning focus is on the next week or so. This is a design for a train wreck.
This module helps sales team members do appropriate prospect analysis and devise a longer term battle plan consistent with the selling cycle.
It both provides guidance to the other modules and draws on the other modules for input.
This module includes:
- analysis of the opportunity
- why the prospect is in search mode
- what are our challenges
- the decision-maker analysis
- what are the PIKs – the payments in kind – we seek to advance the process
- our sales plan and micro marketing plan
- our Pre-Mortem – trying to deeply understand the risk factors, from the prospect’s perspective
For a 1 minute video on the battle plan, please click on the image below.
An option for this module is the book of knowledge, which summarizes the customized standard sales call:
Featured Resources
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12 Cases In Urgency Based Selling
How Urgency Based Selling helped 12 different company achieve their profitable sales objectives.
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Request A Brochure
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Innovate Now: Scale Up with 16 Breakthrough Sales Techniques
Innovate Now shows how to sell for emotional intoxication! In modern culture, it’s an oxymoronic idea. Consider the direct and indirect impact of negative stereotypes like Willy Loman in Death of a Salesman; on the surface “joyous selling” is absurd.It’s an extraordinary idea! To potentially achieve emotional intoxication through selling, that is: heroic selling.