Sales POP - Purveyors of Propserity
Opportunity Management
E-books / Sales Management / Nov 25, 2016 / Posted by Nikolaus Kimla / 10087

Opportunity Management

1 comment Download Ebook

Qualifying a lead might be a relatively simple task, but opportunity management is a bit more complex. Why? The stakes are higher: a salesperson is now going to invest valuable time into working the opportunity. It has the real potential of becoming what everyone in the sales force is after: a closed sale.

Everyone is betting that this opportunity will pay off, but there is always that risk factor. Not all sales close. Will this one turn to profit, or become expensively wasted effort? How can the odds be improved in favor of your sales force and your company?

The essential key to opportunity management is accurately evaluating the risk factors. That is, knowing all about your target prospect company—at the very least understanding the industry and how most companies within it operate. Knowing which employees within a company are vital to engage as part of the selling process; having an understanding of your target company’s buying process; and of course knowing all the qualifying questions to ask before you invest serious time and effort.

Chapter 1: Sales Techniques – Opportunity Management

Qualifying a lead is relatively simple. Opportunity management, however, is a bit more complex. The stakes are higher: a salesperson is now going to invest valuable time into working the opportunity, engaging key people at the target company, making presentations, and utilizing all possible sales techniques.

Chapter 2: Sales Strategies and Opportunity Management: Knowing the Buyer

The key component of all sales strategies is opportunity management. And the key element of opportunity management is evaluating risk—having as much information as possible to outweigh the possibility of the sale becoming a loss.

Chapter 3: Sales Techniques: Sales Rep Flexibility

The time has come to let salespeople utilize their “on the ground” judgment and sales techniques when it comes to making various decisions about opportunity management. Selling today requires flexibility, judgment, and a focus on results—not process.

Chapter 4: Sales Strategies: Analysis of Lost Opportunities

If sales management or even members of the sales force can statistically analyze past losses as part of opportunity management, such analysis can yield plentiful data that is helpful to the creation of new sales strategies, helpful to the improvement of closing ratios and helpful to taking time out of sales cycles.

Chapter 5: 6 Vital Qualities of a CRM Solution in Opportunity Management

A CRM solution is crucial both to the operation of a sales force and, factually, of a business itself. But as a sale travels further up the pipeline, the precision of that CRM application increases in importance. By the time you’re well into opportunity management—that stage of a sale in which a sales rep is heavily engaged—your CRM solution had better be fully supportive or you run the risk of losing those opportunities.

Chapter 6 Sales Techniques: The Viewing of Opportunities

While the handling of sales opportunities is a technical subject that we explore in some detail, there is an underlying factor that affects any salesperson’s opportunity management: the way an opportunity is viewed.

Download our ebook Opportunity Management now.

About Author

CEO and partner of pipelinersales.com and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
Buy on Amazon
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
Comments (1)

..
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.