Course overview
Long sales cycles create a distinct management problem: momentum can disappear between meetings, buyer priorities can change, and internal stakeholders can block progress without stating their concerns. Sales professionals must maintain access to decision-makers, prove economic value, coordinate technical and commercial resources, and manage procurement without relying on optimism or relationship strength alone. Weak qualification and vague next steps produce crowded pipelines, unreliable forecasts and late-stage losses.
This course provides a disciplined method for progressing complex B2B opportunities from qualification through commercial close and implementation handover. Participants use MEDDICC to assess deal quality, map buying centres, conduct value-focused discovery, build financial business cases and create account strategies. They learn how to identify champions, influence decision criteria, manage competitive threats, establish Mutual Action Plans and control deal momentum through evidence-based next steps. The course also addresses procurement, negotiation, legal review, forecasting and executive deal reviews.
Teaching combines short instructor briefings with realistic case work, group exercises, deal simulations and structured application planning. Participants apply the methods to a current or representative long-cycle opportunity and receive practical feedback on their qualification, stakeholder strategy and pursuit plan. They leave with a reusable long-cycle deal management toolkit, including scorecards, stakeholder maps, value-case structures, Mutual Action Plan templates and forecast criteria.
The course is suited to sales professionals responsible for enterprise, public-sector, regulated, technical or multi-stakeholder sales. It is particularly relevant where buying decisions involve procurement, finance, legal, IT, operations and senior executives over several months or longer.
