Although it would be nice, having strategic planning sessions for every sales opportunity, especially the low-value ones, is inappropriate. However, those bigger, must-win deals often require more than a sales rep’s standard approach. There are a number of critical components that all must be in place to win those big sales opportunities and the best way to be sure each component is in place and that they are the right components is through a formal deal planning session.

During this one-hour complimentary webinar, Dave Stein, CEO of ES Research Group, Inc., will take you through what’s required to lead a deal strategy session. Dave spent more than a decade as a competitive sales strategist helping companies win deals ranging from a million dollars to over one-hundred million in contract value.
 
You’ll Learn:
 

• Advanced qualification techniques that will provide you with data on which to build your sales plan
• How to devise a winning strategy
• How politics, partners, executive-level decision-makers, and military-like competitive strategies all play a part
• The importance of unique business value in winning a large opportunity
• How many deal planning sessions go off track and what to do to prevent that from happening

 

Dave Stein has worked as a sales representative  sales manager, Director of Worldwide Sales Development, VP of Sales, VP of International Operations, VP of Client Services, sales strategist, and consultant. His hands-on work with businesses ranging from start-ups to the Global 100 provides him with a unique and pragmatic view of sales methodologies, sales training approaches, social selling, and the cultural, behavioral, and operational changes required for corporations to excel at the sales function. Dave’s  first book, How Winners Sell, was a highly-acclaimed commercial success, and he is considered an expert by Sales & Marketing Management, Fast Company,  the New York Times, BusinessWeek, Inc., Fortune,  the Wall Street Journal, Harvard Business Review, and Forbes.