Opportunity Management

More Opportunity Management Tips from Armin

If you want to know how competitive you are on an opportunity, the solution-problem fit is of the essence. Ask yourself “Do we meet the customer’s need? Do we solve the problem?” In B2B sales, there is nothing worse than a solution searching for a problem.

It is not important where you as an Account Manager see your company’s strengths. The real question is: How real and important are these strengths and weaknesses from the customer’s point of view?

If you want to understand the real purpose of your client's planned project, you have to know who has initiated the project? Who is the project owner? Ask him for his objective, the principles, assumptions, and constraints of the project. Address all of these in your proposal.

Always understand what your client’s key market drivers are. What are the dynamics to which they have to find answers? Refer to them in your proposal and explain how you will help.

On every opportunity, set a target close date to which you can aspire. That will increase the probability of closing the deal earlier.

Your customers always have problems and ideas. All you have to do is find the right time and the right access. Stay on the ball.

Qualifying sales leads is maybe the most important skill of an Account Manager in order to reach the year end revenue target.

Many Account Managers enter the B2B sales cycle too late, ie when the tender has been issued. Be more present. Speak with your customer during the idea inception phase. That’s where you can make the difference.

The three most important questions regarding an opportunity in B2B sales are: how much? how soon?, how sure?

For every opportunity on which you are working, you have to understand its background: what does the client intend to do? When? Why? What are his targets?

In Opportunity Management, you must understand the client profile: How strong is the client’s current competitive position? With which evident trends does the client have to deal right? Your role is to offer solutions for these.

The four central questions of Lead Qualification are: Is it an opportunity? Can we compete? Can we win? Do we want to win?

A sales opportunity in B2B only exists if a formal project has been adopted. Check this first before you’re riding a dead horse.

Your client will only decide to buy if there is a compelling reason to do it. Ask yourself, what would happen if the client didn’t do anything to ascertain if a compelling reason to buy exists.

In B2B sales you can only compete if your solution fits the requirements of the client. Otherwise, you will have to pick a niche problem you can solve or partner with the competition.

In B2B sales and Account Management, go for a problem-centric approach that underpins the value you are delivering. With that in mind, the client will rarely discuss price or compare your company with the competition.