SALES TECHNIQUES TRAINING - ADVANCED LEVEL
The advanced sales techniques program brings to the field deal strategy, account planning, multi‑threading, executive (C‑level) conversations, value/ROI narrative, and negotiation. The goal is to increase win rate, shorten the cycle, and improve forecast accuracy.
Within the first 30–60 days, visible improvements are targeted in win rate, next‑step and opportunity velocity, and an increase in forecast accuracy.
- Deal Strategy: Stages, risks, and an obstacle map.
- Account Plan: Stakeholder map and value hypotheses.
- Multi‑threading: Contacts with technical/economic buyers and users.
- Executive Conversation: ROI/outcome‑focused conversations with top management.
- Negotiation (Advanced): Concession plan, anchoring, leverage, and closing.
- ROI & Business Case: Value measurement and evidence set.
- Pipeline Hygiene: Stages, probability, and activity standards.
- Reporting & Dashboard: Skill, behavior, and outcome dashboards.
- Templates & Playbook: Account plan, executive conversation flow, and negotiation kit.
- Risk & Scenario Planning: What‑if analyses for deal risks, blockers, and forecast.
- Enablement Playbook: Library of account plan, C‑level flow, and negotiation templates.
- Executive Brief Kit: Short narrative and evidence set for executive meetings.
- Multi‑threading Playbook: Contact templates for technical/economic buyers.
Account Plan and Deal Strategy
Stakeholder map, value hypotheses, and risk analysis.
Obstacle/action list and win plan are documented.
Executive Conversation and Multi‑threading
ROI narrative for C‑level and a parallel contact plan.
Message mapping and meeting flow templates are applied.
Negotiation Toolkit and Business Value
Concession plan, anchoring, and counter‑offer design.
ROI/business case and closing strategy are standardized.
Governance and Dashboard Integration
Visibility of win plan and risks/actions.
Tracking owner–due date–status and the escalation standard.
Account Map
View of stakeholders, influence, and decision flow.
Negotiation Matrix
Plan of concessions, anchoring, and leverage points.
Win Plan
Summary of risks, actions, and the coaching dashboard.
Governance & Dashboard
View of the account plan and ROI with action tracking.
Enablement Hub
Central view of account plan, C‑level, and negotiation templates.
Executive Brief
View of the short narrative and evidence set for C‑level meetings.
