Sales is the systematic elimination of risk. If there is one skill that can help sales professionals over-achieve on their quota, it is the art and science of deal qualification. The science of qualification is very mature – however the art and discipline of deal qualification leaves much to be desired.
This self-paced online course guides you in qualifying, growing, and accelerating your opportunities towards closure thereby improving your win rate and forecast accuracy significantly. Invest in your own greatness right away.
Who is this course for?
Frontline Sales Professional
You can be a farmer or a hunter. This course will help you to exercise Deal qualification and control thereby enhance the winnability of pursuit.
You could coach your team to move away from “Hope casting” to “Forecasting” by helping them identify and mitigate the risks in the deal.
VIBGYOR will help your team to move away from a transactional mode of run rate business and help them to win complex deals in matrix organizations.
Large Bid /Pre sales Managers
You understand the nuances of “Value creation” in the deals . You will also get a clarity on where you will get RoTI ( Return on Time Invested) amidst competing bids.
Deep dive into VIBGYOR, our trademarked deal qualification framework which filters over $3 billion worth of opportunities for our clients every year.
Download time-tested, well-thought-out worksheets that have helped good sales professionals transform into world-class sales professionals.
Customer Validated Approach
Field tested and customer validated approaches with the potential to maximize your win rate within your pipeline.
Meet your instructor
Director - Sales Effectiveness & Execution ExcellenceVenkat is an experienced business leader, facilitator, and coach. He delights in the joy of making others great. His vast experience across Asia in a variety of leadership roles helps him tailor his engagements across cultures.
Director Sales Enablement for APAC, Infor“It was four years ago that I engaged Venkat to help with our Sales teams. We had identified some problems around selling. The deals were not qualified and coming towards the end of quarter they would be dropped. This highly impacted forecasting accuracy of the organisation. Working with Venkat we rolled out a new program in 3 weeks across 6 cities in the APAC region. We started to see a change - those who adopted the learnings were becoming more successful. I absolutely love the way Venkat delivers his trainings. I am always keen to leverage him, choosing to work with him and not use my internal folks. Venkat has a very strong presence in the room. He walks in and you sit up and pay attention. What I like best is that he uses a lot of his own best practices and experiences to teach. His lessons are not theoretical out of a book but real examples on what made him and his team successful. He has the ability to ask the difficult questions to understand the key problems. If I would choose any sales partner, Venkat would be on top of my list. He is a lovely man and a nice person.”
Vice President, Global Digital Transformation Partnerships at Microsoft“I had the pleasure and honor to collaborate with Venkat’s organization as a key partner for our APAC organization. Venkat was instrumental in helping us drive the transformation of our sales teams to adopt a “Challenger mindset”, enabling us to adopt a coaching culture across our sales leaders. We strongly leveraged his coaching skills in several situations: account plan reviews, partners plans co-creation and even joint session with customers. I strongly recommend his engagement to drive transformation processes at scale.”
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Upon completing the course, receive a verified course completion certificate.