Winning Complex Sales

Winning Complex Sales™ 

WCS is a pragmatic, time-tested and hands-on method for managing complex sales opportunities. Specifically designed to help sales professionals analyse and improve their win-rate in current opportunities. Working in teams, participants create an Opportunity Roadmap outlining a concise strategy and action plan that guides the account manager to success. The practical, easy-to-implement methodology and supporting tools help participants to quickly incorporate the concepts into daily business, resulting in short and long-term improvements in sales performance.

Your Challenge

 Deals are lost due to missing relationships with the real decision makers and a weak value proposition

 Poor qualification leads to resources being wasted on the wrong opportunities

 Sales process is not based on what customers think is important nor applied consistently across the team

 Mistakes are repeated because there is little learning from wins and losses

Program Strengths

 High and fast adoption through a pragmatic methodology, particularly relevant to salespeople

 Sustained impact by ensuring that leaders successfully integrate the concepts into daily business

 Out of the box thinking through industry-experienced facilitators able to challenge participants

 Sales automation tools that make the methodology easy-to-use in daily business

  

Program Benefits

 

 Increase revenue – by improving action plans in live cases

 Improve win rate – by identifying and eliminating sales process deficits

 Better teamwork and coaching – using a common language for opportunity management

 Winning more profitable deals by focusing on customer-specific value propositions

 Optimised resource utilisation by focusing on the deals you can win

 Customers experience your sales process as a competitive differentiator

 More accurate forecasts through sales process transparency and active manager coaching

 Improved resource utilisation – through better qualification and focus on the right projects

 Maximise long-term impact – by ensuring that the concepts become part of daily practiceprogram for sales leaders to preview concepts, prepare to coach in the workshop and implement the method

  

Workshop Contents

 

 Selection of current sales opportunities to learn and apply the concepts

► Identifying and gaining access to the complete Buying Center

 Developing individual value propositions and ensuring that the customer experiences them

► Gaining trust at multiple levels by aligning the opportunity team with the Buying Center

 Developing and deploying a comprehensive competitive strategy

 Securing and accelerating the sale by quantifying the benefits of your solution

 Developing an action plan to eliminate weaknesses and leverage strengths

 Obtaining customer commitment to a mutually agreed action plan for the sales process

 Managing selling time to achieve short, medium and long-term goals

 Improving project qualification to determine which opportunities to focus resources on

 Analysing wins and losses to prevent unsuccessful sales practices from being repeated

 Converting the concepts learned into daily business


 

Recommended Program

 2-day WCS sales team workshop to analyse current sales opportunities and improve strategy and action plan

 1-day pre-program for sales leaders to preview concepts, prepare to coach in the workshop and implement the method

 Customisation of tools and examples, such as ideal sales process, forecast and qualification criteria

► Implementation support to ensure fast, sustained, measurable impact on business results

Participant Preparation

To maximise the benefits of this workshop, participants complete a short assignment in which they analyse wins and losses and describe their current position in 1-2 important opportunities. Participants apply the workshop concepts directly to the opportunities submitted.

Facilitators

Our facilitators and coaches have a successful selling background with multiple years of experience in implementing our methodologies with leading organisations. All information exchanged in the workshop is held in strict confidence.


 

“O’Gara-Co have a solid grounding in sales and marketing. Key changes to our strategy created a positive and measurable impact on our revenue and long-term success.”

Ben Mercer
VP, NEMEA
Sitecore

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Within 8 weeks, we managed to create qualified opportunities with over 14 key accounts with many more in the pipeline. We expect to see £1m in revenue within 6 months from a modest £45k investment

Isa Goksu
SVP FinServ
ThoughtWorks

“Interfacing with the global sales team we were able to deliver an incremental £3.5M of  revenue in our first year, a 50% YOY increase in Sales Accepted Leads to pipeline and reduce overall spend by 20% vs the previous year.”

Craig Beddis
SVP Sales, UK&I
Automic Software

“O’Gara-Co transformed and optimised our sales and marketing organisations by coordinating a group of strong-minded leaders, across six brands, to agree on joint goals and objectives and define a jointly agreed lead scoring model and service level agreement.”

David Malkinson
CMO
, UK&I
The Adecco Group

“In the past four years, due to considered improvement initiatives, our contribution to creating pipeline has grown from 17% to over 60% marketing-sourced opportunities.”

Chris Boorman
CMO
CA Technologies
(now Broadcom)


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“O’Gara-Co established the right engine to deliver measurable results. With the framework embedded, they helped us drive a consistent volume of high-quality demand that were trackable all the way to real revenue for the company. This is quite an accomplishment, especially across multiple countries.”

Scott Anderson
SVP Marketing
Bazaarvoice