Opportunity Strategy Framework

As B2B sellers, we need a process to help us move our prospects through the steps in the sale. EDVANCE is one such process. That said, we seldom follow a linear process when progressing a sale, yet knowing where we are in the process helps us identify what we need to complete to move the sale towards a mutual commitment with our prospective customer.

A process on its own will not ensure we win the business, particularly with large B2B transactions. As we progress through the process, we should deploy methods that help the sales team create a winning sales strategy, and then execute that strategy.

We call this the Sales Opportunity Strategy framework, and provide it (below) as a thinking guide as you build your strategy. It first helps the sales team lay the foundation for a successful strategy, via the functions shown in red in the diagram. It then helps the team develop and implement a winning strategy, the functions shown in blue.

This framework enables a more authentic approach to selling, one that helps you engage with the customer as a partner. It helps you diplomatically challenge the buyer by disrupting the way they currently think about their business, and helping them move to a more valuable future vision. Businesses that adopt this approach help their salespeople, sales support staff and sales management create and adopt a winning sales culture, built around a documented process and supported by proven selling principles and values. It is designed to develop a common selling language, growing a culture that enhances sales productivity and creates maximum value for both customers and people.