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Lock and Load Your Account Opportunities: Integrate Project Management From the Start! (LOGICA CASE)
Author: Michael Hurley, Logica; Philip Squire, Consalia
Presentation Handout | March 17, 2011
Customer: "Too often you have a good person at the front of the deal but he cannot find the necessary resources inside his company and he fails in execution." Managing internal resources requires enhanced selling skills to secure internal sponsorship for deals and project management skills to align internal resources, to meet timelines and manage sales budgets throughout all steps of the sales cycle. Whether you serve as the project manager or work with a project manager, this session will show you how to manage complex deals from the point that the decision is made to go for a bid to the point of closing. Case examples and tools are provided. Learn how to: * Conduct risk analysis at the beginning and end of the sales process * Create, select and define the roles and responsibilities for the virtual internal sales team * Create a project and communication plan for the deal * Conduct the project launch startup meeting, the key for leveraging internal resources and creating the right mind-set * Capture the lessons learned from winning or losing the deal
Available to SAMA members only
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