\u00a0<\/span>Program Content<\/span><\/strong><\/span><\/p>\n

Session 1 Content<\/em><\/strong><\/span><\/p>\n

QMP^{\u2122<\/sup> Process Overview – Market Strategy Formulation<\/span><\/p>\n}

Business Objectives, Barriers and Current Initiatives (exercise)<\/span><\/p>\n

Preliminary Self-Assessments<\/span><\/p>\n

QMP<\/span>^{\u2122<\/sup> Process Overview (tutorial)<\/span><\/span><\/p>\n}

Strategic Asset and Pivot Analysis (exercise)<\/span><\/p>\n

Target Market Attractiveness Assessment (exercise)<\/span><\/p>\n

Diffusion of Innovations (tutorial)<\/span><\/p>\n

Channel Effectiveness Assessment (exercise)<\/span><\/p>\n

Competitive Assessment (exercise)<\/span><\/p>\n

Customer Engagement Modeling (exercise)<\/span><\/p>\n

Target Market Strategy Creation (exercise)<\/span><\/p>\n

\u00a0Session 2 Content<\/em><\/strong><\/span><\/span><\/p>\n

High-Impact Business Development Initiatives<\/span><\/p>\n

Business Development Overview<\/span><\/p>\n

Accelerating Adoption<\/span><\/p>\n

The Customer Buying Model (exercise)<\/span><\/p>\n

Thought Leadership<\/span><\/p>\n

The Target Market Ecosystem<\/span><\/p>\n

Business Development Tool Kit Creation (exercise)<\/span><\/p>\n

Assessing the value, selecting and leveraging networks (tutorial)<\/span><\/p>\n

Session 3 Content<\/em><\/strong><\/span><\/p>\n

Supercharging the Sales Process QSP^{\u2122<\/sup><\/span><\/p>\n}

The QSP<\/span>^{\u2122<\/sup> (Quality Sales Process) Overview<\/span><\/span><\/p>\n}

Pre-Qualification: Discovery & Fact-finding<\/span><\/p>\n

The Customer Buying Process<\/span><\/p>\n

Decision Maker Styles: Reading People<\/span><\/p>\n

Building Trust and Credibility<\/span><\/p>\n

Formulating Specific Account Opportunity Strategies (exercise)<\/span><\/p>\n

Quotes and Proposals<\/span><\/p>\n

Sales Pipeline and Account Portfolio Management<\/span><\/p>\n

Market Intelligence: Gathering and Communicating High-Value Information<\/span><\/p>\n

Sales strategies for current account opportunities will be worked on<\/span><\/p>\n

Session 4 Content<\/span><\/span><\/em><\/strong><\/span><\/p>\n

Execution: Process Deployment & Performance Management\u00a0<\/span>\u00a0<\/span><\/span><\/p>\n

Self-Assessing the Corporate Culture<\/span><\/p>\n

Managing an Initiative: The Basic Unit of Execution<\/span><\/p>\n

Progress Metrics and Checkpoints<\/span><\/p>\n

Expectations, Ownership and Accountability<\/span><\/p>\n

The 11 C\u2019s of Getting things Moving<\/span><\/p>\n

Recruiting Process<\/span><\/p>\n

Decision Making<\/span>\u00a0<\/span><\/span><\/p>\n

Session\u00a05\u00a0On-Site<\/strong><\/em><\/span><\/p>\n

Individual Firm Work Session<\/span><\/p>\n

An individualized, post-workshop, on-site work session is scheduled for each participating company to assist with the details of program deployment. Since all firms have company-specific circumstances, this work session provides situation-specific guidance in the refinement of strategy, priorities for business development initiatives, changes in channel programs, resource re-deployments and sales process discipline implementation.\u00a0<\/span><\/p>\n

What participants say …<\/span><\/em><\/p>\n

About the QMP Process<\/span> \u2026\u00a0<\/em><\/span><\/p>\n

\u201cThe\u00a0QMP process gets a company quickly focused on the best markets, shows you ways to get the most mileage from your marketing expenditures and provides a set of sales disciplines that cleans the dead wood out of the sales pipeline and moves the good accounts rapidly to closure.\u201d \u00a0 \u00a0 \u00a0CEO Software Company<\/em><\/span><\/p>\n

About QMP^{\u2122<\/sup> Strategy Workouts<\/span> …<\/em><\/span><\/p>\n}

\u201cThe QMP^{\u2122<\/sup> strategy framework allows us to quickly and effectively assess new opportunities. I was truly excited when I first became exposed to it four years ago and my use and enthusiasm hasn\u2019t diminished one bit.\u201d <\/em>CTO,\u00a0Medical Equipment Company<\/em><\/span><\/p>\n}

About QMP^{\u2122<\/sup> Market Strategy<\/span> \u2026<\/em><\/span><\/p>\n}

\u201cQMP^{\u2122<\/sup> uses models that make quick work of mind-twisting strategic challenges. The approach is no-nonsense and quickly gets to the real issues. I have never worked with (a process) that can help think through strategic issues as efficiently and effectively.\u201d <\/em>CEO; e-Learning Company<\/em><\/span><\/p>\n}

About the QMP Sales Process<\/span> \u2026<\/em><\/span><\/p>\n

\u201cQSP^{\u2122<\/sup> is a disciplined sales process that anyone can learn and master. It teaches an invaluable set of skills and tools.\u201d\u00a0 <\/em>VP Sales, Technology Company<\/em><\/span><\/p>\n}