Guerrilla Tactics for Competitive Selling

For business development and sales individuals in today’s ultra-competitive and global arena, now more than ever, it is winner take all. There are simply no rewards for second place. Your organization cannot assume it will remain successful simply by doing the same things that it used to do even a few years ago. In the new millennium, good selling tactics and customer relationships are not going to be enough to make your BD/sales team a success. Bottom line: if you want to stop losing to your competition then you’ve got to sharpen your competitive selling skills.

Course Description

This energy-charged, two-day program shows the experienced business development team, as well as the sales novice, how to depart from traditional textbook capture and sales tactics and take a radically different approach to business development using the principles of guerrilla warfare.

Salespeople in any industry need to learn the competitive principle stated clearly thousands of years ago by Sun Tzu: “If you know the enemy and you know yourself, you need not fear the result of a hundred battles. If you know yourself, but not the enemy, for every victory gained, you’ll also suffer a defeat. If you know neither the enemy nor yourself, you will lose every battle.” This course will remind the student that the lessons, strategies and tactics of war (the ultimate competition) can teach any modern business development team how to win the battles in the 21st century marketplace.

Learning Objective

Prior to session kick off, (up to 3) live fire (real) opportunities/targets are identified for development in the course. Using customer subject matter experts to provide crucial and timely background information, The Maher Group then develops comprehensive outlines which will allow the students to complete actionable ‘white papers’ and ‘business plans’ specific to their target of opportunity.

For a full comprehensive course overview, please email us.

Customer Testimonials

What our customers say about this program.

Sheilah and Justin were great from planning to execution for this class (Added Value Selling + Guerrilla Tactics for Competitive Selling). It was money and time well spent.

Deployed Resources

Justin was an exceptional instructor whose knowledge of the defense industry helped make the training the most impactful I’ve participated in!

L-3 Com-West firmly believes in this training program and our growth shows its effects! Without it, we may not have won PHOENIX, Tactical Unmanned Air Vehicle, or several other of our Competitive Must Win Programs.The Maher Group’s hands-on style and deep understanding of our business differentiates this training from everyone else’s. Many of our marketing people take the class again and again to sharpen their skills. We’ll keep training until our entire division thinks like a guerrilla!

L-3 COMMUNICATIONS SYSTEMS WEST

Thank you for leading this great class with our capture, BO and program teams. The feedback demonstrates we are bringing continuous improvement to our people in ways that give them training, tools and practical application to making them more capable and effective. Sheilah, once again the feedback demonstrates why the Maher Group is a “go to” training and development partner for our BO and capture business areas.

L3 HARRIS

I have taken many BD training courses in my 25 years of Business Development, both internally and externally, and this one is far and away the best for several reasons. Most importantly, the tasks assigned are real world examples of opportunities that we are pursuing, not just some made-up text book examples ….. this is a welcome departure and something that I feel has always been missing. Our choice to go with the Maher group has been a good one and I can’t wait until the next installment.

iXblue

As a result of the Added Value Selling and Guerrilla Tactics courses, we are going to implement the 7 deadly questions into our pipline process. Awesome course(s)!

The Maher Group is top notch! The material is timeless and relevant for all market segments and any sales/SD/customer facing team!

Cubic Defense

Very engaging training and directly useful to key strategic pursuits.

L3 Harris

Powerful training! This course got quickly to the essence of what we do and how we can do it much more effectively and strategically. Putting these tools into place has meant a huge jump in the PWin for our division. We plan to have Maher Group training for every customer facing title that we have. Best of the best!

General Dynamics Land Systems