SCOTSMAN® Pipeline Qualification
If you are going to lose, lose quickly. But first, work out how to win.
This programme is designed for experienced sales professionals. During the programme participants explore the concepts of SCOTSMAN® Qualification and Commitment Selling in relation to generating and managing future opportunities — applying them through a sales business game that simulates 12 months of trading.
Professional B2B sellers
Classroom & Virtual
1 day classroom
Pipeline Simulator
The questions this programme answers.
Each topic is grounded in real questions experienced sellers wrestle with — applied through SCOTSMAN®, Commitment Selling, and the Pipeline Simulator game.
Qualification
How do you evaluate a complex sale, to decide how to win it? Or if you should quit it? There are two reasons why you lose a sale. You were either out sold, or you shouldn’t have been there in the first place.
Sales Meeting Objectives
How can you gain commitments at each stage of a complex sale? What commitments should you be asking senior people?
Pipeline Management
How do you manage a limited amount of time to get the right balance between prospecting, developing sales projects and implementation and development, whether that be with existing accounts or new logos?
The Luxury of Choice
How do you get to the point that you have the courage to walk away from poor sales?
Selling Timetables
How do you structure a major sale? Ensure that the prospect is serious? Agree a timetable leading to a decision? Gain access after the proposal is submitted?
What participants take away.
Top 5 learning outcomes
- Evaluate a complex sale, plan how to win it, or how to walk away
- Develop more effective processes to win the winnable by applying SCOTSMAN® qualification
- Create and utilise effective commitment driven agendas
- Sell the idea of a timetable and how it can be used effectively to drive a sale forward
- Increase your amount of prospecting and create the luxury of choice
How this programme runs.
Classroom
1 day.
Virtual
2 × 2.5 hrs Virtual Classroom, plus 4 hrs Online Modules.
SCOTSMAN® Pipeline Simulator
The programme includes the SCOTSMAN® Pipeline Simulator.
How satisfied are you with the predictability, reliability and consistency of business results?
- Is your salesforce hit rate on sales too low?
- Is the salesforce poor a structuring bigger deals?
- Do they do enough prospecting?
- Are enough of them making targets?
- Would you like to give them bigger targets?
- Do they gain commitments at all points in the sale?
- Can they gain access after they have submitted their proposals?
If any of these questions are important to you then get in touch.
Pipeline Management: The Lost Discipline in Sales
Why pipeline meetings became status reports — and how SCOTSMAN® turns them back into the forensic, decision-making forums they were meant to be. Pairs perfectly with the Pipeline Qualification programme.
“If Carlsberg did training courses, they would probably be the second best in the world.”