Winning Critical Deals (Deal Coaching)
Background
Every now and then your client will have a deal they just have to win. It could be a large, mega-deal, it could a strategic deal or any number of things. Whatever it is, it is critical that they win this deal.
The question is; "How can you help them win this critical deal?"
A recent study by McKinsey & Company; Landing the Mega-Deal, identified seven items that need to be in place in order to win a critical/mega deal. The number one (1) item on that list is deal analytics/forensics. The Occulus SWOT Analysis is the type of deal analytics tool that McKinsey & Company calls for.
By combining your sales experience and consulting skills with the Occulus SWOT Analysis you will be able to eliminates ‘deal fever’, close the Reality Gap and map out the most effective path to success thereby helping your clients win their most import (critical) deals .
(SWOT = Strengths, Weaknesses, Opportunities and Threats)
Client Deliverables
In addition to your guidance and advice you can also provide your clients with the 12 page Detailed Occulus Analysis Report of the deal(s).
Details
Winning Critical Deals
- Single deal pursuit. (Could be multiple single deals)
- Short to medium term consulting project, (length of sales cycle)
- Client does not need to know Occulus
- Partner captures deal information
Client Benefits
- Close more Critical Deals
- Expectations met on a regular basis
Partner Benefits
- Short-term consulting contract
- Multiple engagements per client
Occulus deal analysis will help you guide your clients to a successful close of their critical deals.