Execution
The Talisman Group’s Sales Process focuses on the ability to articulate value and differentiate capabilities in a manner that is relevant to the customer’s initiative.
It is critical throughout the Execution Phase that the sales team understands the required actions for each stage and how they can leverage the resources available within the organization to advance the opportunity forward. The Talisman Group believes that adoption is the cornerstone of our teaching philosophy and that our proven processes and coaching techniques provides the means to enforce discipline, repeatability, predictability, and validation of progress throughout a sale.
Phase 5:
The Talisman Group reinforces the continued sustainment and execution of the processes and techniques through our interactive Coaching and Mentoring Program, a TTG service offering that mentors account executives in the pursuit and negotiations of actual contracts.
Our Consultation and Support Services concentrate on the continued development of the sales teams to effectively build pipelines of qualified opportunities while ensuring the desired learning behaviors are immediately adopted and sustained in the long-term.
The Talisman Group emphasizes that adoption is a mindset that permeates the Training, Development, Delivery, and Sustainment activities and that reinforcement is critical to the success of every sales and business development organization.
Phase 5:
1. Business Acquisition Process (BAP) Preparation
2. Business Acquisition Process (BAP) Planning
3. Target List Qualification
4. Target List Prioritization
5. Pursuit Planning
6. Pipeline Development
7. Playbook Configuration
8. Customer Engagement