B2B Sales Strategy: Winning Plays for Big Contracts

Course details

Imagine that you’ve uncovered a big sales opportunity but are unsure how to best proceed. If closed, this contract could make your year, and skyrocket you to the top of your sales organization. A standard sales approach is insufficient for big, complex, often messy opportunity development. Navigating such complex sales deals requires a practical playbook with winning plays to develop and close your contract. In this course, B2B sales strategy expert Lisa Magnuson shares proven, straightforward plays to develop and close your complex sales deal. Learn how to employ large opportunity development strategies, describe the best ways to gain large prospect receptivity, break down “win room” elements that turn the team into strategic thinkers and doers, and how to ensure momentum for large, complex opportunities.

Concepts

0. Introduction

01 - Leverage your big deal sales playbook

1. B2B Sales Strategy - Getting Started with Winning Plays

02 - Score your largest B2B sales prospects with seven elements
03 - Create a powerful connection with your B2B sales prospects

2. Developing Your Large Sales Opportunity Strategy

04 - Analyze your sales opportunity - Strategic actions
05 - Create your big, complex sales prospect strategy and goals

3. Gaining B2B Prospect Receptivity

06 - Explore relationship mapping in your B2B sales strategy
07 - Develop B2B sales win themes for decision-maker receptivity

4. Leveraging the Opportunity Team for Big Sales Contract Wins

08 - Deploy win rooms for your largest sales prospects
09 - Engage your executive sponsor to win large B2B deals

5. Ensuring Momentum for Large, Complex Sales Deal Opportunities

10 - Sales proposals - Avoid missteps and create a strong bid
11 - Sales deal closure - How to sustain prospect momentum

Conclusion

12 - Celebrate and follow your B2B big deal sales playbook