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WORKSHOPS BY SHIPLEY

DEMAND

GENERATION

Whether you are hunting or farming, who should drive your demand generation?  

Learn how sales and marketing can work together to generate demand reaching to clients who are not yet at the active buying stage.  Learn also about the three sales within a sale early to create your advantage.

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POSITIONING

TO WIN

Do you diagnose before you prescribe?  Research shows that Buyers are more likely to buy from sellers who have helped them select the right solution.  Learn how to help your clients create the right buying vision and make yourself the front runner.  Help them to sell you to their peers.

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BIDDING

TO WIN

Do you bid to win or bid to submit?  How do you differentiate yourself against your competition?  How do you write an Executive Summary as a decision maker’s guide?  Learn how to make bidding and proposal writing fun and win consistently.

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CLOSING

TO WIN

Are your ready to defend your solution?  Can you persuade the client to select you or is it death by PowerPoint?  Are you ready for the tough negotiations?  Learn how to maintain your lead and win more.

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