SOS (Sales Opportunity Snapshot) is the next-generation in opportunity management for enterprise sales organizations. It provides a structured, scalable process for qualifying, planning and winning strategic sales opportunties where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.

Who Should Attend
Sales representatives, sales managers, and business development professionals who face long sales cycles, tough competition and multiple people in the buying process.

What You Will Learn
In just one intensive day, your team will analyze and improve significant deals in the pipeline, and learn to:

• Qualify the Sales Opportunity using a Snapshot assessment of the nine key criteria that determine if you should pursue or disengage from any deal.
  
  
• Align with the Political Landscape using the groundbreaking Influence Map to examine formal and informal power and find the relevant executives who affect the buying decision.
  
  
• Establish a Competitive Sales Strategy by examining your relative strengths, weaknesses and positioning compared to competitors, and plotting which of three sales strategies will accelerate your sales velocity.
  
  
• Develop a Value Proposition to align with the business and political dimensions of the buying process in a way that creates new value for the client.
  
  
• Plan the Next Steps using decision points from each of the previous modules to drive actions towards the next iterative Snapshot assessment.

How You Will Benefit
You and your sales team will learn a common language to coordinate the group selling effort. This will help your extended team to:

• Qualify in or out of deals quickly
• Coordinate the sales strategy across departments
• Improve forecast accuracy
• Win more profitable business
• Ramp up new employees faster

Workshop Bonus: SOS Application
Included in the cost of the SOS Workshop is the SOS companion application, which can be used stand-alone or as an integrated application with Salesforce.com (Professional and Enterprise Editions). It extends and reinforces the workshop learning by giving your sales force an intuitive, easy-to-use interface that tracks all key data points and progress made throughout the sales opportunity cycle.

Click an SOS screen shot below for an enlarged view.

SOS Snapshot

SOS Influence Map

SOS Action Planning

Improve Sales in a Snap!
To learn more about how the SOS Workshop and the SOS companion program can benefit you and your sales team, call 617-416-0172 or complete our SOS Workshop inquiry form.