THE PREEMPTIVE STRIKE The IT consolidation group of a Fortune 50 company wanted to implement its new IT consolidation strategy in a consistent and effective manner. They determined that new skills and confidence were necessary to meet sales objectives for the program. The IT consolidation market involves highly complex and competitive sales situations. To increase the aggressiveness of the sales force, the company wanted to provide tools that would support efforts to defeat competitive strategies; develop a framework for moving to a more proactive, controlled sales approach; and support the establishment of greater differentiation throughout the sales process. CompeteNet partnered with the company’s sales organization to create and implement a one-day “Trapping” program to help its sales reps: Proactively upset, neutralize, and eliminate competitive obstacles presented by the competition’s strategies Bring a new game of hardball to the competition Aggressively control outcomes of complex sales situations Create hard-hitting courses of action based on business-oriented customer interaction Proactively compete or eliminate competition rather than reactively responding to sales opportunities Build maximum confidence to utilize new skills and strategies Take new business from the competition in a more efficient and effective manner Participants left the workshop with a model for aggressively beating the competition and the knowledge to effectively position themselves as solution-oriented sales people. They created a preemptive strategy to more aggressively target the competition and developed the skills/behaviors required to achieve their solution selling objectives.   Take an interactive tour to better understand how simulation learning can help you achieve your goals. Get information on CompeteNet events, news, and industry conferences around the world. Read the latest releases and press announcements about CompeteNet Want to find out more about CompeteNet solutions & offerings? Click above to contact a CompeteNet sales representative or request a demo to view our products & offerings for yourself

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