1. STUDY & SOLVE - Acting as an individual or in small groups, attendees will choose a sales win from the year and build a “case file.” They will be asked to create an Ideal Customer Profile (no victims here!), identify any Suspects (competitors), discuss the Motives (drivers for decision-making), and trace their customer-journey Clues (data, market research, customer feedback, etc.) At the end, we will have a series of case files that outline successful sales wins from across the country. 2. SCALE - After completing the Study in Wins, attendees will switch to creating a “spree of sales” across the territory. Teams will work together to outline an action plan to replicate the successful strategies in future cases. They will be encouraged to think like detectives to learn and improve their skills. 3. APPLY - Learners will come away with a better understanding of how to analyze a win to make repeatable, scalable actions. They will be asked to reflect on a strategy they will take away and apply from the lesson.
1. STUDY & SOLVE - Acting as an individual or in small groups, attendees will choose a sales win from the year and build a “case file.” They will be asked to create an Ideal Customer Profile (no victims here!), identify any Suspects (competitors), discuss the Motives (drivers for decision-making), and trace their customer-journey Clues (data, market research, customer feedback, etc.) At the end, we will have a series of case files that outline successful sales wins from across the country. 2. SCALE - After completing the Study in Wins, attendees will switch to creating a “spree of sales” across the territory. Teams will work together to outline an action plan to replicate the successful strategies in future cases. They will be encouraged to think like detectives to learn and improve their skills. 3. APPLY - Learners will come away with a better understanding of how to analyze a win to make repeatable, scalable actions. They will be asked to reflect on a strategy they will take away and apply from the lesson.
1. Discover expansion strategies that can be stacked to carve out multiple paths to win within a district. 2. Gain confidence working cross-functionally and thinking outside-the-box when faced with the word "no.” 3. Develop and hone a consultative approach to expansion conversations, centered around active listening and strengthening relationships
