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Enterprise Development Strategies
EDS is 3-day program that provides a repeatable process for determining the most qualified opportunities, mapping your solution to the customer’s key decision-drivers, and developing and implementing the most effective strategy to win the account. As a result of this program, your strategic sales organization will be able to:
- Assess and qualify opportunities/accounts and create an account development and access strategy
- Discover the political structure and strategic questions to expose decision-drivers
- Analyze key corporate performance measurements to discover key pressure points and identify opportunities to provide value
- Link specific product/service value to account decision-drivers and validate the payoff of your solution
- Communicate the value proposition to the three levels within the organization – CXO, Executive Staff and Managers
- Develop a SWOT (Strengths, Weaknesses, Opportunities, and Threats) profile of relevant competitors
- Interpret the data to determine unique solution strategyAdopt tools to diagram and quantify how your solution “stacks up” against the competition and determine your customer-specific competitive advantage
- Learn the four strategies to win the opportunity and align with the key decision-makers/influencers
- Implement a process for advancing the opportunity and tactics to re-engage a stalled opportunity
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Contact us to learn more about our Enterprise Development Strategies program for Field Sales reps. |
