Opportunity Strategy

Strategic Framework for Sales Opportunities

In order to win large B2B sales opportunities we need to build and execute a winning sales strategy.

These pages summarise the EDVANCE strategic planning framework and provides reference material that will help you build and execute your strategy.

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You are probably here because your organisation has implemented the EDVANCE framework and strategy methodology.

Or you have read THE WENTWORTH PROSPECT and you wish to implement the framework that was deployed in the book.  

You may have downloaded the Sales Opportunity Strategy Tool and are looking for guidance in deploying it.. 

CONTACT Us if you would like assistance..

Framework Summary

As B2B sellers, we need a process to help us move our prospects through the steps in the sale.  EDVANCE is one such process.  That said, we seldom follow a linier process when progressing a sales yet knowing where we are in the process will help us identify what we need to complete to progress the sale towards a mutual commitment with our prospective customer.

EDVANCE BASIC DIAGRAM2

Yet a process on its own will not ensure we win the business. As we are progressing through the process we should deploy methods that will assist the sales team to create a winning sales strategy and then to execute that strategy.

We call this the Sales Opportunity Strategy framework.

It first assists the sales team to lay the foundation for a successful strategy via the function shown in red in the diagram below.

It then assists the team to develop and implement a winning strategy (the functionality shown in Blue).

SOCS Flow

 

This framework enables a more authentic approach to selling that helps engage with the customer as a partner.  It assists us to diplomatically challenge the buyer by disrupting the way they are currently thinking about their business and helping them move to a more valuable future vision. Businesses that adopt this approach will assist their salespeople, sales support staff and sales management to create and adopt a winning sales culture based around a documented process supported by proven selling principles and values. It is designed to help develop a common selling language enabling salespeople to grow a culture that will enhance sales productivity and create maximum value for our customers and our people.

Opportunity Strategy Content

Access further content via these links:

  • SWOT:                Identifying Strengths, weaknesses, Opportunities and Threats
  • DISC:                  Adapting to your customers behavioural style
  • Archetypes:     Mapping the customer stakeholders and their influence
  • Strategic Options: Selecting and deploying your winning Strategy

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Want to learn more?

Firstly read the book - get it here    Then join a group of ten peer level B2B salespeople who are all striving to enhance their authentic sales capability with EDVANCE.             Interested?  Read more HERE.

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