Take the Initiative - Use planning tools to take the risk out of competing for high value, complicated sales. Learn how to plan efficiently and reduce the time it takes to plan appropriately. Learn how to use planning to increase sales effectiveness and reduce uncertainty.

Choose What to Do - Use quantitative analysis to pick the winners. Learn how to answer the critical question, early in a sale. Eliminate poor prospects at the beginning of a sales campaign. Always know what you need to do next to drive a sale forward.

Leverage all Available Experience and Resources - Convene a 'Commitment Assembly' to help decide in advance, which opportunities you will win.

Business Insight - Test business understanding and gain awareness of prospect business issues. Discover what you don’t know about your most familiar prospects.

Organisational Insight - Identify the right people. Discover who is or will become influential in the decision. Learn how to understand and allow for political factors. Uncover hidden friends and foes.

Power of Choice - Learn how individuals will influence the decision. Recognise how personality differs and how it affects choice. Follow a process to uncover who will make the decision and how they will judge whom to work with. Use observation and factual evidence to help choose the right course of action.

Call High - Learn a proven method for getting the attention of senior people. Get a positive response from the executives you approach. Gain appointments with the most important people, more easily. Know what to say when you get there.

Effective Relationships - Recognise your status with everyone involved and know what you should do about it. Learn to identify and present unique value to each individual.

Lessons of Warfare - Learn the lessons history teaches about winning in competition. Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage.

Competitive Counter Tactics - Recognise competitive initiatives and learn how to frustrate a competitor’s efforts to undermine your sales campaign.