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