An Introduction to Opportunity Management

1. Strategic Value Selling (SVS) – Opportunity Analysis
A Different Perspective on Selling

2. Opportunity Analysis
•What is their strategy?
•What are they counting on to win?
•What are their “lose recovery” tactics?

3. Opportunity Analysis
• To help you close as much business as possible, in a short a
time as possible by telling you when and where to compete
• A way of grading your opportunities to prioritise allocation of
resource. A method of forecasting by a points value system
• The quickest way of telling you where you are going to lose,
why you are going to lose and how to defend against that
possibility.
Nothing in competition is more important than
obtaining facts

6. Relevant Strategy
“A winning general creates
the conditions for victory
before beginning the war”
Sun Tzu

7. A Different Perspective on Selling
•If you cannot
distinguish, what you
sell by how you sell,
you can only
differentiate by how
much you sell it for !!!

8. Want to know more?
Consulting rates apply
Contact greg.nutkins@btinternet.com
5/16/2016 Produced by Sales Guerillas 8