Course 1 - Challenges To WInning High-Value Deals
-
Watch First - Navigating the Curriculum (6:17)
-
Course 1 Participant Guide
-
Course 1 Introduction (1:31)
-
1-1: Four Customer Challenges to Awarding High-Value Deals (5:20)
-
1-2: Customer’s View of the “Journey” (6:24)
-
1-3: What do we Sell? (5:51)
-
1-4: Is the Opportunity Real? (6:42)
-
1-4 Exercise: Is the Opportunity Real?
-
1-5: “Connecting the Dots” - Outcomes and Deals (4:40)
-
1-5 Exercise: “Connecting the Dots” - Outcomes and Deals
-
1-6: Aiming for a Great Deal! (6:14)
-
1-6.1 Handout: Great Deal Levers
-
1-6.2 Exercise: Aiming for a Great Deal!
Course 2 - The Irresistible Value Proposition
-
Course 2 Participant Guide
-
Course 2 Introduction (1:21)
-
2-1: What are we Really Competing Against? (6:15)
-
2-2: Can We Win This Deal? (8:00)
-
2-2 Handout: Alternative Analysis Thought Starters
-
2-2 Exercise: Can We Win This Deal?
-
2-3: What is Value to the Customer? (6:36)
-
2-4: Value Video (2:17)
-
2-5: The Irresistible Value Proposition (6:14)
-
2-5 Exercise: The Irresistible Value Proposition
0 comments