Opportunity Management Training in Madrid, Spain

This Opportunity Management training is designed to help sales professionals effectively manage their opportunities throughout the sales cycle. Participants will learn how to identify, evaluate, and prioritize sales opportunities, apply strategies to convert them into successful deals, and understand how to maximize their sales pipeline. This course emphasizes structured approaches to managing opportunities, building relationships, and maintaining momentum through effective follow-ups and closing techniques.

Module 1: Introduction to Opportunity Management

Understanding the sales opportunity lifecycle

Key concepts: sales funnel, sales pipeline, and opportunity stages

Aligning opportunities with business goals and customer needs

Module 2: Identifying and Qualifying Opportunities

Recognizing potential opportunities and identifying key decision-makers

Opportunity qualification techniques: BANT, CHAMP, and MEDDIC

The role of data in opportunity management and qualification

Module 3: Managing the Sales Pipeline

Effectively managing sales opportunities at different pipeline stages

Using CRM tools to track opportunities and maintain visibility

Aligning sales activities with pipeline stages for optimal performance

Module 4: Closing the Deal

Understanding customer needs and creating tailored solutions

Applying strategies to close sales opportunities successfully

Negotiation and objection handling techniques