Campaign Navigator - Course Overview

By examining the key facets of an effective sales planning tool (the Campaign Navigator), this programme uncovers the opportunities available to the Account Manager intent on delivering better results to his/her company, and delivering exceptional value to the customer.

By using the Campaign Navigator as a lens through which an opportunity can be critically viewed, this programme will help qualify out weak prospects allowing the sales person and their manager to focus on the execution of their chosen strategy.

Course Content

• Planning and thought as effective sales tools
• Understanding your customers real requirement
• Assessing and qualifying an opportunity
• Understanding the Decision Making Unit
• Using SWOT to gain competitive advantage within an account
• Identifying the customer's 'compelling events'
• Understanding the objectives of professional buyers
• Personality types, roles and behaviours within organisations
• People, power and politics
• Choosing your competitive strategy
• Creating your Campaign Plan
• Executing your plans

Who Should Attend

This course is suitable for those involved in the development of business opportunities within a competitive environment. New Business, and Account Executives need these tools for their accounts to develop and grow in a controlled and measurable way. All can benefit from the insight and the tools on this course.

Course Objectives

After attending this course the participants will have the ability to:

• Complete a detailed Campaign Plan for a target account
• Qualify opportunities as being 'in' or 'out'
• Compete with competitors from a position of knowledge & strength
• Plan effective strategies & approaches for opportunities
• Deliver improved results through the effective execution of strategic plans