Managing Major Sales – Play2Win©
Play2Win© is a structured approach to the Management of Major Sales opportunities.
The Challenge of Major Sales
Selling to major accounts is fundamentally different to small scale selling and requires a very different set of skills. Being competent in the small sale is no guarantee of success in large scale selling. Traditional techniques and “tricks” such as closing do not seem to work in the more complex large scale sale. They are replaced by very precise planning, information gathering and behavioural skills which build trust in the minds of the decision makers. Additionally it requires an understanding of how decisions are made in complex and large sales.
Why should you care?
Winning new business is the lifeblood of any B2B organisation and yet many simply do not give this absolutely fundamental area of their business sufficient thought and consideration. Business winning skill is critical to a company’s on-going success. If the skills and processes are not in place in your business you could be paying a high price in lost sales.
Responding to the Challenge
For most businesses there is real benefit in having a structured approach to the management of Major Sales opportunities. This ranges from making the initial Go / No Go decision right the way through the process to the final presentation and post bid review meetings. Picking the right team and adopting the most appropriate business winning strategy is crucial. Play2Win© puts in place all the pieces to help you be more successful.
Value / Impact
Play2Win© is a bids and proposals process that significantly increases the opportunity to win every pitch that you choose to undertake. By focusing on building understanding and relationships it helps in the development of powerful Value Propositions which clearly answer for the customer “Why should we choose you?”
Who have we done it for?
We have developed tailored major sales workshops for Grant Thornton, Akzo Nobel, Alstom Power and others. Our Major Sales workshops can be tailored to look at every aspect of the major sale from initial contact through to the proposal document and formal presentations.