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.

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).

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