There are countless ways to review Opportunities to make your Sales Campaign the best it can be or to go back and figure out why things aren’t going the way you expected.
MEDDIC, BlueSheet (Remember that?), SCOTSMAN….and many more
But as a quick approach that demands some searching, it’s hard to beat the well-proven 4Y’s
Try the 4Y’s and see where you then get to with your Sales Campaigns
“Really?” they say to themselves – “What now?”
Their heart sinks as they see hours or days of time blocked out of their diary. You’ve just lost half of their engagement and desire to learn before you start.
And the Training itself – does it provide specific skills to address their specific issues? If not you’ll lose at least 1/2 of the other 1/2 before the course ends.
Will anyone assess who really needs to attend? – Or will someone ‘high up’ just say “Stick them all on it”? – Political expediency for an Exec to abdicate responsibility…..not the best way to get skills to stick and address sales execution issues.