Turn Every Opportunity into a Win
Today’s B2B sales environment is more complex, crowded, and risk-sensitive than ever. The challenge is clear. Many opportunities are lost not because of the solution, but because sellers fail to navigate the buying group. They struggle to build consensus, establish differentiated value, and address competitive threats. They also fall short in driving the decision-making process needed to move deals forward.
Janek’s Critical Opportunity Management program helps salespeople assess the five most critical components of an enterprise sale. It helps the seller determine if they are positioned for success. If not, they gain insights and identify the most impactful actions to move the opportunity forward.
Key Benefits of Critical Opportunity Management
Program Objectives of Critical Opportunity Management
Janek’s Training Implementation Approach
Our training implementation is guided by a proven world-class approach.
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Download the Brochure
More information about the Critical Opportunity Management program is available in this downloadable PDF.
Critical Opportunity Management™ FAQ
Critical Opportunity Management™ is ideal for B2B sales professionals in enterprise sales environments who manage complex, high-stakes opportunities. This includes Account Executives, Enterprise Sales Representatives, Solution/Technical Sales Consultants, Strategic Account Managers, and Sales Leaders conducting opportunity reviews.
An enterprise sale involves five key components that help sales teams navigate complex opportunities effectively:
- Drivers: Understand what’s motivating the buying organization to change. Identify their core challenges, what’s causing them, their urgency to act, and how strategic the issue is to their business.
- Relationships: Map out the buying group including who’s involved, their roles, and their level of influence. Build alignment and consensus across all key stakeholders.
- Impediments: Recognize your competition and any internal or external obstacles that could slow or derail the deal. Focus on countering competitors’ advantages while emphasizing your strengths.
- Viability: Identify the customer’s key buying criteria and connect your solution to those needs. Clearly demonstrate the value and outcomes your solution delivers.
- Evaluation: Understand the customer’s decision-making and contracting processes so you can align your approach and keep the opportunity moving forward.
Participants will improve win rates, increase deal sizes, boost forecast accuracy, reduce “no-decision” outcomes, and strengthen relationships with buying groups. They’ll also gain the ability to identify and mitigate competitive risks while differentiating their solutions more effectively.
Yes. While core methodology and nomenclature are consistent to preserve the integrity of the program and integration with Jenius tools, we incorporate your organization’s best practices, examples, and relevant sales scenarios into the training.
The complexity of B2B sales is increasing, with more decision-makers, longer cycles, heightened competition, and greater demands for business value. Critical Opportunity Management™ equips your team to navigate these challenges with a structured, insight-driven approach, increasing your competitive edge and ability to close strategic deals.
