HOURS OF RESEARCH
Target Opportunity Selling™ is the official workshop of our best-selling book. Companies implement this as a sales methodology across sales teams. It's a proven approach to plan, pursue & win strategic, high-value sales opportunities.
Strategic opportunities can take months to win and are expensive to lose. They're decided on a mix of formal business and informal relationship and competitive criteria that can be difficult to identify and navigate. These sales must be guided strategically.
SalesLabs designed Target Opportunity Selling™ after a
10-year experiment observing top salespeople manage complex sales. We codified this, taught it to average sellers, and watched its impact:
Yield: opportunity size grew 28%
Risk: forecast accuracy improved 42%
Velocity: sales reached closure 23% faster
Growth: sales performance lifted 48%
Sales teams in 40 countries now use Target Opportunity Selling™ as their method of choice and have won more than £24Bn in sales as a result. The workshop is taught over two days, supported by change management to ensure long-term corporate adoption.
Read the book
Target Opportunity Selling is based on 20,000 hours of fieldwork with top business-to-business sellers in small, medium, and large enterprises to learn how they create, pursue, and win large target opportunities. A source of "lightning in a bottle," this step-by-step playbook reveals:
Qualification criteria to measure early, middle and late in every sale
How to apply sales strategy and competitive counter-tactics
Techniques to build support from influential stakeholders
Approaches to exert control over the evaluation process
Why last century's "sales funnel" is a barrier to solution sales
Thought-provoking and insightful, Target Opportunity Selling is another masterclass from one of the 21st century's most popular sales authors.
Module 1: Triggers
■ Which competitive, operational or financial pressures are driving the customer's investment priorities? ■ Which people have a stake in the outcome? ■ Are the triggers for action soft or hard, and how does this affect the sale?
■ In this module you look behind the curtain to see the real stage, actors and plot of your sale.
Module 2: Qualification
■ Is the customer ready to act? ■ Do you have a viable solution? ■ Are you in a position to win and if so, how quickly and profitably? ■ In this module you assess your sale using nine qualification criteria, see if you're currently winning
or losing, and plan what to do about it.
Module 3: Influence
■ Who has the power to approve your price, commit to a contract, or modify the decision process to favour you?
■ In this module you'll explore how authority and influence operate, assess your current relationship, and plan how to build a base of support with the people whose opinions matter most.
Module 4: Strategy
■ Is this sale already yours for the taking, or do you need to out-think and flank your competition? ■ In this module you'll learn how to assess your competitive position, select an appropriate strategy, employ competitive counter-measures and apply the right propaganda to dominate the decision process.
Module 5: Opportunity Review
■ In this module you’ll draft a “Target Opportunity Plan” for your sale, and join with your peers in a structured review that leverages their collective experience to shake the risk out of your approach and build a better plan. You'll also receive advice on how to make this review process a regular, valuable part of your sales culture.
Attend the workshop
In our two-day Target Opportunity Selling™ masterclass you select a live sales opportunity in your pipeline, analyse it to identify its risk profile, then develop a solution map, relationship plan, value proposition, competitive strategy, and tactical plan to improve control over the outcome.
Target Opportunity Selling™ uses no slides or lectures. Our studies into adult learning prove that having a trainer read slides on a screen is a waste of your time. So we don't do it. Instead we give you a series of videos to watch with short reading assignments before class starts.
This achieves all the knowledge transfer you need, and allows you to use class-time for anchoring these techniques deep into your 'mental muscle memory' where they become skills for life.
Here are the PrepSteps™ you'll complete before attending Target Opportunity Selling™:
■ Watch knowledge videos for each workshop module (a sample of 4 videos is below)
■ Read select passages from the book Target Opportunity Selling (sent when you enroll)
■ Select a live sales opportunity on your forecast to use as a focal point in our exercises
Researching Your Customer
Qualifying the Sale
Competing on Value
Strategy and Propaganda
What our clients say
Invaluable and practical
"Whether you are a start-up, lone wolf or seasoned sales executive looking to sharpen the saw, Target Opportunity Selling provides invaluable insight and practical applications for today's top sellers."
- Enterprise Collaboration Specialist, Cisco Systems -
Target Opportunity Selling™ is the real deal
“A great forensic examination of the sales process, that engages, inspires, and gives sound direction every salesperson benefits from."
- Cloud Business Director, Americas, EMC -
Target Opportunity Selling™ is at the next level
"Compelling. A good approach to match our selling capabilities to customers' needs, then deliver solutions that hit high value strategic priorities. Target Opportunity Selling provides the next lesson in moving to the realm of strategic selling."
- Executive Vice President, Business Operations, Novozymes A/S -
Top lessons from the board room to the back room.
"We chose Target Opportunity Selling as our global sales methodology. SalesLabs seamlessly managed the delivery of this to
1,500 salespeople in 40 countries and six languages.”
- Global sales training manager, Business Intelligence software company -
Target Opportunity Selling™ workshops are provided as bespoke corporate sales solutions, and not as public seminars.
A selection of clients
Sales Coaching Platform
Sales Manager Effectiveness Assessments
Sales Opportunity Clinics (deal reviews)
Sales Methodology Training
Sales Skill Coaching Services
Meeting Strategy & Rehearsal (pitch doctor)
Sales Transformation Consultancy