Duration: 2 days
Location: Sydney
Next Start: 27 March
Fees: $1980 both days (or $1200 per day)

This workshop presents approaches and tools to identify major sales opportunities and design effective responses that secure maximum sales value in increasingly competitive and complex markets.

“If the offer is innovative, relevant and
not available elsewhere, it will sell itself.”

Courses abound that deal with presenting, closing the deal and relationship management. This course focuses on the most important step in any sales function: identifying and designing innovative major sales opportunities. Understanding the broader client and stakeholder context affecting current and emerging client requirements by undertaking strategic sales arena analysis and using this understanding to design major sales offers is the key to winning major sales. Our approach to building the ability to succeed is based on establishing reflective learning partnerships (see below), an approach that is applied to each segment of the program:

• Typical gaps between what actually happens and what ideally needs to happen in each of the major account areas are outlined and jointly agreed;
• Action to reduce the gap between the real and the ideal is specified and developed;
• Each participant reflects upon and notes relevant action possibilities related to their environment.

Who should attend?

• Account Directors
• Account Managers
• Those wanting to move into major sales roles.