Sales Force Systems > Training > Eagle Program

Purpose: Help business development people positively differentiate themselves from their competition, win new customers, and surpass 2005-2006 revenue objectives.

Objectives: Upon completion of the Eagle System workshop, each attendee will be able to:

	Build a Business Plan that will help ensure the success of their business.

	Increase the number new business opportunities they win this year.

	Use the Funnel to measure the financial success of their business.

	Use the Funnel to identify key activities in the business development cycle.

	Use the Funnel to accurately position new opportunities in the forecast.

	Use the Win Probability Model to determine their chance to win each opportunity.

	Use the Win Probability Model to identify problems in the capture strategy.

	Use the Funnel tools to significantly increase the accuracy of their forecast.

	Build a compelling value statement to gain senior executive meetings.

	Identify and understand the senior executive’s vision and business problems.

	Build a value based solution for the executive’s business problem.

	Effectively communicate a unique value differentiation statement.

	Build a value-based capture strategy that will increase the chance to win.

	Understand the customer’s decision making process (DMP).

	Determine who in the DMP must be called on next and why.

	Identify the executive’s communication and work style.

	Develop Meeting Plans that will improve the effectiveness of each sales call.

	Improve the ability to "qualfiy" new business through effective questioning.

	Create an Agenda to improve two-way communications with each executive.

	End each meeting by gaining agreement on specific and planned action items.

	Be able to effectively deliver a 30 second “unique value differentiation” statement.

	Communicate the benefits of their solution in terms in unique value.

	Make highly effective executive-level sales calls on senior decision makers.

	Shorten the time required to "incluence" the RFP, and position to win the award.

	Use Impact software to gain a unique competitive advantage.

	Use Impact software to improve business development effectiveness, grow the business, and report critical pursuit information.