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—online/in-person/hybrid

► 2-day or 4x 3-hour+homework for sales team workshop to work on current sales opportunities/accounts and improve strategy and action plan

► 1-Day or 2x 3-hour+homework 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.

 

“I am still reflecting on your excellent coaching.
 A good, practical, deep yet gentle way to find out more about how one behaves.”

 

Benjamin P. Taylor
CEO
RedQuadrant

 

“O’Gara-Co have a solid methodology for growth. 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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“O’Gara-Co team coaching enabled us to take people beyond blaming or scapegoating—towards mutual understanding and finding safe and effective ways to communicate. This led to greater alignment and higher productivity”

Matt Stevens
Global VP
Gartner

 

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“Within 8 weeks, we managed to align the leadership team and build a new growth strategy for a new market. We achieved over £1m in additional revenue within 6 months from a modest £45k investment”

Isa Goksu
SVP FinServ
ThoughtWorks

“By coaching the team on a growth mindset, we were able to deliver an incremental £3.5M of  revenue in our first year, while reducing overall spend by 20% vs the previous year.”

Craig Beddis
SVP Sales, UK&I
Automic Software

“O’Gara-Co facilitated coaching for our commercial teams, coordinating a group of strong-minded leaders, across six brands, to agree on goals and objectives and define a jointly agreed growth model with a service level agreement.”

David Malkinson
CMO, UK&I
The Adecco Group

“In the past four years, due to growth improvement initiatives lead by O’Gara-Co, our contribution to revenue has grown by 300%.”

Chris Boorman
CMO
CA Technologies
(now Broadcom)

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“O’Gara-Co established the right engine to deliver measurable growth. 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

“O’Gara-Co has the ability to get to the point of the growth initiative. They are highly skilled at demystifying the complexity. They engaged tightly with our teams and understands the value of seamless integration of customer facing teams.”

Chris Hooper
VP Sales, NEMEA
OpenText