Effective sales planning and proactive sales targeting are becoming increasingly important to suppliers today. With uncertainties caused by the economic climate and buyers scrutinizing their business cases with increased rigor, suppliers must focus their sales efforts on opportunities that are most likely to materialize.

While a formal RFP process is the industry standard for supplier selection, most buyers and suppliers would prefer to avoid it if possible. Suppliers can create a win-win situation by anticipating buyers’ needs and responding proactively.

This one-hour Webinar will highlight ways to effectively predict upcoming transactions and project the size of the opportunities by using two proprietary planning methodologies.

You will learn: 

• Practical approaches for ITO sales planning based on analytical opportunity assessments
• An overview of the Everest Predictive Model (EPM), a method that uses business events to estimate the timing and probability of outsourcing transactions
• An overview of the Everest Approach to Sales force Effectiveness (EASE), a method that estimates the size of sales opportunities, based on the transactions of similar companies

Date and Time

Wednesday, January 28, 2009
10:00 am Central Standard Time (GMT -06:00, Chicago)
11:00 am Eastern Standard Time (GMT -05:00, New York)
4:00 pm GMT Standard Time (GMT 00:00, London)
9:30 pm India Standard Time (GMT +5:30, Bombay) 

Presenter

Ross Tisnovsky – Vice President, Everest Research Institute