The LaurusMark Shaping the Deal sales strategy coaching clinic focuses on supporting the opportunity owner (and the bid team) review and execute a winning strategy on a single major sales situation.
This review explores areas such as:
- What are the client’s business issues? Why do they need to act now? How do we know that?
- Do they have an explicit need for your solution? What is the value to the client of solving this problem? How much would they be willing to spend to fix it?
- How well do they understand the trade-offs of the decisions ahead of them?
- What are we asking them to do next?
Duration: 2 hours