Content
| The Sales Cycle | What happens within the sales cycle.Which selling styles exist and what they mean for the sales process. |
| The Sales Model | The relationship between buying cycle and sales cycle.The phases of both.What happens within the phases. |
| The Characteristics of the Sales Opportunity | The opportunity portfolio and its consequenses for the sales.The effects of the probabilitiesAllocate values to opportunitiesHow to prioritize opportunities within the portfolio |
| The Sales Environment | The key factors of the sales cycle: Time, skills, interactions and knowledge.Their impact on the strategy.The sales environmentHow to test the gut feeling |
| Strategy, Tactics, Process | The hierarchical order of the three elements: strategy, tactics and processesWhat are their impacts and their interdependence. |