What is Strategic Selling?

The Opportunity Account Plan Methodology or Strategic Selling, inspired by Miller Heiman’s Blue Sheet, offers a solution for managing complex sales deals with multiple stakeholders and lengthy decision-making processes. It helps salespeople proactively assess each opportunity's strength, status, and likelihood of success in the sales funnel. By addressing elements such as opportunity size and timing, key decision influencers, business goals, red flags, and action plans, Sales Account Managers are empowered to "cover all the bases of the opportunity" to increase their chances of winning. This methodology enables Sales Teams to comprehensively address each opportunity, minimize risk, and enhance success in closing high-value deals, ultimately boosting win rates.