Articles & Whitepapers
How does a done deal come undone? After looking at thousands of win-loss reviews and talking to salespeople and sales managers, our experience has found that in most cases these last-minute surprises are caused by one of two problems:
- The salesperson did not have the full picture of how the decision was being made, who was influencing the final decision, and what the decision maker(s) thought of the salesperson.
- The salesperson was unaware of actions competitors were taking behind the scenes to undermine his or her competitive position.
To build a foundation of knowledge for an effective competitive strategy, salespeople need to understand and anticipate the decision process, how the customer defines value, and the actions competitors are taking.
The Managing Competition module of the Sales Advantage Series helps high-performing salespeople learn how to outmaneuver the competition. In this module, sales professionals learn about the competitive landscape using The Value Map™. This tool will help them assess their value and their competitors’ value from the customer's point of view. learn more
The Managing Decisions module of the Sales Advantage Series helps high-performing salespeople learn how to interpret the decision dynamics for an opportunity in order to influence the decision in their favor. In this module, sales professionals learn how to manage key stakeholders in the decision process. learn more
The Managing Opportunities module of the Sales Advantage Series helps high-performing salespeople learn how to make optimal decisions when choosing which opportunities to pursue. In this module, sales professionals learn about the factors that influence whether a customer will move forward with a buying decision. learn more