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OPPORTUNITY DEVELOPMENT

Tools:

THE AXETHE AXE
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THE SVOT - Current StatesTHE SVOT - Current States
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Negotiation - BATNANegotiation - BATNA
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The Message Box - ToolThe Message Box - Tool
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Sales Enablement ChecklistSales Enablement Checklist
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Summary:

  • Standardization of Sales Practices: A defined opportunity development process ensures that all sales professionals follow a uniform approach, leading to consistency in how sales activities are conducted and measured across the organization.
  • Qualitative and Quantitative Analysis: Utilizing a checklist allows for both qualitative and quantitative assessment of opportunities, ensuring that decisions are data-driven and that each opportunity is evaluated against the same criteria.
  • Efficient Resource Allocation: A structured process helps in identifying the most promising leads, allowing for optimal allocation of time and resources to areas with the highest potential for conversion and revenue generation.
  • Continuous Improvement: Documenting the sales process in a form or checklist enables ongoing analysis and refinement of sales tactics based on what has been effective, fostering a culture of continuous improvement and adaptation to market changes.
  • Training and Onboarding: A clearly defined and documented process serves as a valuable tool for training new sales representatives, ensuring they understand the best practices and can quickly ramp up to full productivity.

Models:

SALES:

THE AXE - CHALLENGER SALETHE AXE - CHALLENGER SALEHOW OF SALESHOW OF SALES

MAKE THE IMPLICIT EXPLICITMAKE THE IMPLICIT EXPLICIT

NEGOTIATIONNEGOTIATION

PROSPECT THEORY / LOSS AVERSIONPROSPECT THEORY / LOSS AVERSION

Sources:

The Challenger Sale - Matthew Dixon & Brent AdamsonThe Challenger Sale - Matthew Dixon & Brent AdamsonLet’s Get Real or Let’s Not Play - Mahan Khalsa & Randy IlligLet’s Get Real or Let’s Not Play - Mahan Khalsa & Randy IlligThe Checklist Manifesto - Atul GawandeThe Checklist Manifesto - Atul Gawande

Scaling People - Claire Hughes JohnsonScaling People - Claire Hughes Johnson

Made to Stick: Why Some Ideas Survive and Others Die - Chip Heath & Dan HeathMade to Stick: Why Some Ideas Survive and Others Die - Chip Heath & Dan Heath

Quotes:

"Not everything that counts can be counted, and not everything that can be counted counts." - Albert Einstein

”Without data, you’re just another person with an opinion.” — W. Edwards Deming

"An idiot with a plan can beat a genius without a plan." - Warren Buffett

“Life punishes the vague wish and rewards the specific ask.” - Tim Ferriss

"The great sin for a leader is not in being defeated but in being surprised." - Frederick the Great

"Positioning is the silent force behind success.” - Jack Trout

“No plan survives first contact with customers.” - Steve Blank - on staying innovative & flexible.

“Courage is only the accumulation of small steps.” - Gyorgy Konrad

“People don’t want to buy a quarter-inch drill. They want a quarter-inch hole.” Theodore Levitt (move off the solution)

“We are trying to prove ourselves wrong as quickly as possible, because only in that way can we find progress.” - Richard Feynman

"Fall seven times, stand up eight.” - Japanese Proverb

“To be happy people need something to solve.” - Mark Manson

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