Sales Force Systems > Training > Eagle Program

Eagle Workshop Agenda

The Eagle workshop is designed to help improve your chance to win business. No case studies or hypothetical situations are used. Prior to the workshop, each participant completes a pre-course assignment to determine which accounts will be worked on and what challenges must be overcome in order to win. Participants spend all of their workshop time working with real customers and must-win-contracts. Each lecture is immediately followed by a “hands-on” workshop that provides each attendee with an opportunity to immediately apply the tools on their unique situation.

Day One
	Introduction – Purpose, Objectives and Overview

	Software Workshop – Building Your Business

	Business Planning, Development, Management and Goal Setting

	Customer/Account Planning and New Business Development

	The Business Funnel and Process Checklist

	Win Probability – Forecasting, Problem Identification and Solutions

	Capture Planning – Understanding the Business Problem and Need-To-Buy

	Capture Strategy Development and Competitive Differentiation

Day Two
	The Decision Making Process and Right Level Selling

	Competition – Competitive Analysis and Win Probability

	Executive Profiling and Relationship Plan Development

	Solution Positioning and Creating Business Value Differentiation

	Influencing the RFP and Decision-Making Process

	Knowledge Engine – Creating a Detailed Sales Plan and Strategy

	Capture Plan and Strategy Presentations and Coaching Sessions

Day Three
	Executive Communication Styles

	Sales Call and Executive Meeting Planning

	Meeting Structure and Agenda Coaching Sessions

	Sales Call Role Play – Testing the “Real Call”

	Business Benefits and Creating Financial Payback

	Current Value-Target Value Selling

* Complete course syllabus and workbook available on request.