Key Prospect Risk Analysis

Key Prospect Risk Analysis

80% of a typical sales person's time is spent on chasing deals that never generate income. Leaders are frequently exposed when forecasted business is either delayed or lost to the competition in the final stages. The implications are far reaching and potentially damaging including financial loss, unpredictable resource planning - not to mention the time wasted spent chasing the business opportunities that never materialise.

Key Deliverables / Outcomes:

• A Key Prospect health check and realistic action plan to put the opportunity on the winning path.
• An objective measurement of the sales capability of the Key Prospect owner.
• Ongoing advice and monitoring of targeted accounts using appropriate industry professionals where applicable.

Summary Agenda:

• This workshop is run with nominated Key Prospects
• Intensive question and answer session designed to flush out what is known, what is assumed and what is unknown, including:
  • Stakeholder map
  • Buying criteria, decision factors and personal drivers
  • Competitive analysis including strengths and weaknesses
  • Validity of the Value Proposition
  • Negotiation tactics - BATNA
  • Reason for the client to select
  • Rehearsal of the next client meeting, observations and feedback.

Formulate and agree action plan and review process which eliminates gaps and ensures that you are positioned to be successful.