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Pursuit Strategy

Sales professionals and Program managers need an opportunity pursuit strategy that keeps them ahead of every curve in the road to the sale. It's a prediction of future sales of a product, either judgmental or based on previous sales patterns.

They need to execute the skills to be buyer-centric, strategic and differentiated to work within the buyer’s changing world.

Pursuit Strategy team must pull customers through the process by helping them:

  • Understanding customer needs
  • Gain clarity
  • Evaluate options
  • Increase confidence in the economic value of the solution
  • Competitors

Sales professionals can advance the sale by adhering to a set of guiding principles that generate and maintain momentum throughout the sales pursuit.

The 4 Guiding Principles of a Sales Pursuit Strategy:


This team will collaborate with Sales, Leadership and cross-functional stakeholders to define and lead with a mission to increase sales opportunity win probability and add value to every opportunity and proposal.

This Team will provide leadership and direction to cross-functional teams assigned to support proposal efforts and will ensure the timely delivery of compelling, compliant proposal responses for every customer.

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