COURSE
1
About the course:
This course will equip your sales management
team to bid more effectively and successfully
for major and complex opportunities ($2m+) in
highly competitive markets
The course teaches how to apply proven techniques
and simple but effective tools to win ‘Big
Ticket’ deals.
If your company wants increased win rates, reduce
cost of sale & maximized margins from large
bids then this course is for you.
Customization:
This course can be company or industry-sector
specific and can accommodate bidding/sales opportunity
processes already in use by a company’s
sales/bid teams.
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Course
Outline
The course follows the life-cycle
of a major bid from its inception
in the customer’s buying process
to final contract negotiation. All
the fundamental aspects of successful
bidding such as qualification, competitive
strategy, buyer-contact planning and
value propositions are covered.
The course
introduces a range of proven techniques
and tools to enhance bid performance
and can accommodate a company’s
own bid management methodology and/or
terminology.
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Through a series
of practical exercises throughout the course
delegates will build a winning bid strategy
for their chosen opportunity (ideally a ‘live’
bid) and return to the workplace with a winning
strategy and qualified action plans.
Who
is this course for?
Sales people with a minimum of 2 years experience
who work on major contract opportunities.
Applicable for experienced Account Directors,
Sales Managers, Business Development Executives
and Sales Support Managers.
This course is also applicable for sales supporting
roles and Bid Managers with a minimum of 2
years experience in the sales/bidding environment.
| You
will learn: |
- To
construct a bid strategy (for real
opportunities in your company)
- To apply bid processes and tools
- To use a consultative selling approach
(the key to winning major deals)
- To sell solutions (not Products)
- To understand the buying cycle &
how to manage the buyer
- To have effective contact plans,
bid plans and strategies
- To qualify opportunities for profit
maximization
- To identify and sell differentiation
& Unique Selling Points (USP’s)
- To create Value Propositions
- To build a competitive strategy
Length
of the course: 2 or 3 days
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Other
Information: Small
amount of preparation work is required as
delegates should bring information concerning
a large bid they are currently (or will shortly)
be engaged.
