Comments From Participants

"A solid process to evaluate key business opportunities, improve closing rates, and determine the necessary steps to win each key piece of business."

Larry Cleve
Rockwell Automation

 

Comments from ConocoPhillips

  • "Business Opportunity Analysis allows you to focus on the correct decision makers in a much faster time frame and to eliminate the wrong people earlier."
  • "The Business Opportunity Analysis provides methodology for effective and rapid evaluation of correct decision makers within the customer."
  • "How to better analyze selling opportunities in time to do something about incorrect positions."
  • "Excellent process to help improve my probability of closing more business."

Comments from Enprotech

  • "Excellent approach to determine final decision maker for your sale."
  • "Follows a rational, intelligent approach to identify problems and determine solutions."

Comments from FANUC Robotics America, Inc.

  • "Best organized sales process I have ever attended."
  • "Best sales process in terms of ease of use and documentation for salespeople."
  • "Helped to document and formalize steps to build a good sales strategy."

Comments from FSI International, Inc.

  • "Excellent selling process that will help me to improve my win rate for key opportunities."
  • "Excellent methodology and tools to apply the concepts."
  • "Excellent sales process that will help me close more business."

Comments from Lee Hecht Harrison

  • "Helps drill down approach on key opportunities."
  • "The relationship development strategy is excellent in dealing with key customers."

Comments from Microscan

  • "Business Opportunity Analysis provides an approach to think on a strategic level."
  • "The best strategic sales process I have ever attended."
  • "Business Opportunity Analysis provides excellent direction for a strategic selling opportunity."
  • "A defined method to identify key decision makers, issues, and items missed to help close business."

Comments from Rockwell Automation

  • "Defining decision making roles and ranking their levels of power will help me evaluate who I should spend time with."
  • "Excellent approach to evaluating and qualifying key opportunities."

Comments from SBE, Inc.

  • "Business Opportunity Analysis provides more process depth than any other selling course I have attended."
  • "Business Opportunity Analysis represents a comprehensive analysis of key selling situations."

Thermadyne Holding Corporation

  • "Sequential contact strategy is an excellent approach."
  • "Excellent approach to sales planning."