Sales Focus Business Case
or Complex Sales Programme
for Enterprise Selling
- An intensive programme for salespeople selling large value or complex sales with multiple decision-makers. The emphasis is on engaging with stakeholders, understanding the buyer's motivations and building a winning business case.
Duration: 8 Accelerated Modules
Total Video Length - 2 hours 45 minutes
Course Content
01
How Business Cases Win Complex Sales
You will learn:
– What is a business case?
– Why do you use business cases in complex sales opportunities?
– What are the customer’s expectations of a business case?
– The four steps of a compelling business case
– A guide of business case contributors to each of the customer problems
Duration -11.19
02
Corporate Stakeholders and Decision-Making
You will learn:
– Understanding decision-making profiles and their roles in assessing your offer
– Identifying potential sponsors within buyer companies
– Mapping stakeholders and their authority
Duration – 16.14
03
The Sales Process
You will learn:
– Working with the new sales process
– Understanding the impact of missing steps
– How the new steps impact your customer’s buying experience
Duration -10.43
04
Business Case and Complex Sales Needs Analysis
You will learn:
– Keys to finding a stakeholder’s real needs and priorities through the five-step process
– Identifying how you can put unnecessary barriers in place to block your sales opportunity
– Techniques for a thorough needs analysis
– Understanding the quality of questions you need for success
Duration – 21.18
05
Financial Analysis and ROI for a Business Case
You will learn:
– Understanding return on investment (ROI)
– Presenting financial data effectively
– Building a solid financial case
– Demonstrating the financial impact of your solution
– How cost-benefit analysis affects your business case
Duration – 18.57
06
Writing a Compelling Business Case Proposal
You will learn:
– Challenges of writing a good business case
– The mechanics of a presentation or proposal
– Writing your business case Story
– Template for business case proposal
– Words to avoid in a proposal
Duration – 24.12
07
Presenting Your Business Case to Multiple Stakeholders
You will learn:
– Different forms of presentations
– Establishing the framework for a presentation
– Crafting the emotional story for buyers
– Getting the tone right for the audience
– Steps to follow in a group presentation
– Managing Q&A’s
Duration – 23.17
08
Negotiating Contracts and Closing
You will learn:
– Negotiation tactics for contracts and complex sales
– Preparation gor negotiation Meetings
– Traits of the best negotiators
– Nine-step strategy for managing negotiations
– Closing Sales After a negotiation
Duration – 22.47
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