Overview:

Information is the lifeblood of a sale. Whether developing insight in to our customer’s business, their organization, or their competitive position, data is needed. The process of gathering data never stops, if it does our sales outlook will darken. Without good data our opportunities will be under-qualified. We may miss opportunities. Our sales cycles can extend. We may chase dead-end deals. But what data do we need? How do we gather it? How do we use it? These are questions we will address in this course.

Learning Outcomes:

• Develop an understanding of the formal data gathering process
• Understand data gathering methods throughout the various stages of a sale
• Be able to use direct and indirect data gathering methods
• Gather and use both Primary and Secondary data
• Be able to build credibility for the data we gather and utilize
• Be able to deduce data when none apparently exists

Who this course is for:

Sales people, sales managers, business development, sales engineers, sales support, marketing. Any customer-facing representative engaged with customers, who need to work in context of their business, on their issues, their opportunities.

Benefits to you:

Equip yourself with the various tools that can be used for data gathering, some obvious, others less so. Be able to show accuracy in the data we use in our sale and enhance the credibility of you and the business case you propose.

Benefits to your organization:

Having a sound data foundation in sales situations better prepares sales people for their customer engagements. Meetings with leaders can be more productive since we are able to directly relate the impact of our solutions on their business drivers and their motivation. Comprehensive data assists in the development of more valuable and credible business cases. Good data helps us win more, lose less, avoid the no decisions and grow bigger deals.