Strategic Selling® and Conceptual Selling®

Workshop Information

Strategic Selling® and Conceptual Selling®
Aligning Buying and Selling Processes in Complex Sales

The Strategic Selling® and Conceptual Selling® programs combine to offer a process to strategically pursue complex opportunities by understanding both the buying and selling processes at work. The program, which uses both the Blue and Green Sheets, helps map out both the sales opportunity being pursued and the expected outcomes of each critical customer interaction.

From the seller’s point of view, the Strategic Selling® process provides visibility into the sales opportunity. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information. Participants will learn to evaluate their competitive position, differentiate their company by leveraging its unique strengths, and develop comprehensive action plans to address the business and personal motives of each decision maker in the client organization.

Conceptual Selling® shifts the focus from seller to buyer and helps salespeople connect the way they sell to the way their customers buy. The program clearly defines how to unearth a customer’s key issues and concerns in order to better focus selling efforts on what the buyer needs to accomplish. Conceptual Selling® gives the salesperson a framework to view the sale from the customer’s perspective, build credibility, and create collaborative win-win solutions.

This program combination provides organizations a more complete picture of the elements at play in a complex sale. Participants will learn how to focus time and energy on those opportunities most likely to become profitable, long-term customers. This combination also gives organizations a common process and language for pursuing sales opportunities and planning for effective customer interactions.

The combined Strategic Selling® and Conceptual Selling® program may be the right solution if your company is trying to:
• Secure approval from multiple decision makers
• Navigate the internal bureaucracy of customers and prospects
• Gain more visibility into the status of important sales opportunities
• Forecast revenue with greater accuracy
• Increase close rates for opportunities with long sales cycles
• Transition from a product-led sale to a solution-led sale
• Differentiate your products and services from your competitors
• Implement a consistent process to plan customer interactions

Workshop Agenda

February 23-25, 2010 from 8:30AM to 4:30PM. Breakfast and lunch are included each day. Continental breakfast begins at 8:00AM.

Location

Regus Centre - map
4445 Eastgate Mall - Suite 200
2nd Floor, Sunroad Corp. Center
San Diego, CA 92121 USA
Tel: +1 (858) 812-2000

Recommended Hotel Information

Marriott-San Diego-La Jolla - map
4240 La Jolla Village Drive
La Jolla, CA 92037 
Tel: +1 (619) 522-3168