Guerrilla - a member of a band of irregular soldiers

engaged in guerrilla warfare.

Four Questions From the Customer, or your Manager,

Sales GuerrillasSales GuerrillasA Different Perspective on SellingA Different Perspective on Selling

Gorilla – the largest of the apes – a term used to

describe a company with a large market share

A Sales Guerrilla/Gorilla – a sales person with experience expertise, and innovation who succeeds where others fail by

using guerrilla tactics, and increases his market share

“What?”(What is your offering?)

“So what?”(What’s the impact on my business?)

“How much?”(Can you quantify the impact on my business?)

“Can you prove it?” (Can you offer proof of your ability to deliver through references, tracking, and/or guarantees?)

Four Questions From the Customer, or your Manager,

Sales GuerrillasSales GuerrillasA Different Perspective on SellingA Different Perspective on Selling

Part 2 – 1 hour

How individuals compete

How to forecast

Opportunity Analysis

Competitive Strategies and how to win

More on compelling events

Part 3 – 1 hour

Understanding the market and the competition

Understanding market trends and how they will affect the sale

Competitive Differentiation

Are you uniquely differentiated

Part 1 – 1 hour

Competitive Value Propositions

The sales process from lead to cash

Differentiation

An introduction to Sun Tzu

The move from features to value proposition

Understanding the competition and the compelling event

Sales GuerrillasSales GuerrillasA Different Perspective on SellingA Different Perspective on Selling

Beating the CompetitionBeating the Competition

It’s important to win, but as important,

is that your competitor must

know he has lost – not just lost, but annihilated, he

must fear you in his accounts.