Opportunity Management Strategies

Tools for Managing Large and Complex Sales Opportunities


You will learn what the main tools and frameworks are for managing large-scale opportunities in today’s B2B landscape. Say goodbye to one-size-fits-all approaches and hello to a customizable toolkit that empowers you to conquer any sales challenge.

Comprehensive Overview: Familiarise yourself with the industry’s leading frameworks and tools for managing large and complex sales opportunities.

Pick-and-Mix Customization: Your business is unique, and your sales strategy should be too. Select the tools that align with your specific needs and circumstances.

Targeted Learning: Designed explicitly for decision-makers, sales professionals, and aspiring entrepreneurs committed to mastering the art of high-stakes sales.

By the completion of this course, you will have a set of frameworks and tools that will enable you to redesign your own sales processes.


Part 1

Decoding Customer Buying Behaviour: Dive deep into the journey B2B customers embark upon while making purchasing decisions.

Part 2

The Art Need Creation: Master the techniques to proactively trigger your customer’s need for your solution.

Part 3

Strategic Positioning: Discover how to craft a compelling value proposition that heightens your customer’s perception of value.

Part 4

Effective Qualification: Explore various qualification methodologies, understanding their application across diverse sales scenarios.

Part 5

Competitive Edge Analysis: Conduct a thorough competitive analysis to refine and enhance your go-to-market strategy.

Part 6

Navigating the Decision-Making Unit: Unearth tactics to identify key stakeholders and strategies to increase your odds of closing the deal.

Part 7

Mastering Pricing & Influence: Uncover the psychology behind pricing and learn strategic ways to tip the decision-making scales in your favour.

Learn more in the brochure

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