Managing Sales Opportunities: New Approaches for Today’s Selling Environment

As a sales leader you rely on your forecast data to be accurate. As a salesperson you feel providing sales data doesn’t help you sell, and is extra “paperwork.” As a result, the forecast data is typically incomplete, inaccurate, or irrelevant. What if you had an opportunity management process that salespeople knew would help them sell and enticed them to provide accurate information for their own benefit, while also providing sales management the data they need in the process? In this webinar we’ll present an opportunity management process that salespeople embrace because it helps them close deals and also provides sales managers the information they need to drive the process. Some of the concepts and models discussed in the webinar were extracted from the 2nd edition of the best-selling sales book, Selling to the C-Suite, and those same concepts have already been field-tested with a sales training workshop that was developed several years in advance of the book. You will learn how to: 1. Quickly and effectively assess the status of each sales opportunity 2. Shorten sales cycles and dramatically impact the outcome of critical sales campaigns 3. Improve your ability to forecast deals with a higher level of confidence 4. Communicate the status of sales opportunities to others in the sales organization