Programme Overview
Consultative Opportunity Pursuit Training is a modern approach to pursuing sales opportunities that equips sellers with a repeatable, agile methodology to manage deals from first conversation to close. This sales opportunity pursuit programme enables teams to build momentum, navigate stakeholder complexity, and accelerate win rates by balancing structure with flexibility, empowering your reps to respond confidently in today’s fast-moving buying environment.
For Who
Sales Professionals
Business Development
Account Managers
Format
Virtual instructor-led
Instructor-led
Digital Learning
Blended Learning
Duration
4-hour VILTs or in-person sessions WITH PRE AND POST DIGITAL LEARNING
Why Opportunity Pursuit Training Matters Now
Sales organisations face longer cycles, indecisive buyers, and stakeholder misalignment. Sellers need a clear opportunity pursuit process that guides them on what to do, when to act, and how to win.
This programme delivers a framework that improves seller confidence, reduces wasted effort, and ensures sellers are pursuing the right opportunities the right way.
What Sellers Will Learn
The programme builds practical skills and strategies for every phase of the opportunity pursuit process. Participants learn how to:
- Apply agile selling techniques to improve deal progression
- Use selling sprints to revisit and refine deal strategy
- Guide customer conversations with greater clarity and value
- Build collaboration plans to align internal and external stakeholders
- Identify risk early and develop plans to overcome it
Core Components of the Consultative Opportunity Pursuit Methodology
This methodology is anchored in three essential elements. Together, they create a flexible but disciplined approach to pursuing opportunities with focus and agility.
The Six Critical Skills
These core behaviours enable consultative, buyer-aligned conversations that move deals forward. Sellers learn how to:
- Ask questions that uncover deeper needs and priorities
- Shape conversations with insights and relevance
- Gain access to power and build trust
- Resolve concerns with empathy and logic
- Collaborate on mutual problem-solving
- Advance next steps with clear alignment
Opportunity Vitals
The PPVVC model offers a fact-based way to assess deal strength and decide next steps. Sellers apply this model to evaluate:
- Pain: Is there a compelling problem?
- Power: Are the right stakeholders involved?
- Vision: Is there a shared vision of a solution?
- Value: Is the business value clearly defined?
- Consensus: Is there alignment across the buying group?
Agile Selling Sprints
Selling sprints provide structure for continuous deal progression. Each sprint follows a repeatable cycle designed to move the opportunity forward:
- Prepare: Plan based on facts, not assumptions
- Engage: Execute targeted sales activities
- Advance: Align outcomes and update deal strategy
To take a deeper dive into the agile selling approach, read the article, Defining Agile Selling here.
Manager Enablement and CRM Integration
This solution doesn’t stop with training; managers and tools are crucial to sustaining behaviour change and embedding the pursuit methodology across the organisation. This programme supports leaders with tools and frameworks that consistently reinforce agile opportunity pursuit selling practices.
Coaching Sprints for Front-Line Leaders
Sales managers play a key role in reinforcing the pursuit process. This training introduces a coaching model designed to help reps think critically and become more self-directed. Managers learn to:
- Use quick, focused coaching conversations
- Reinforce use of the PPVVC model
- Support reps through agile selling sprints
- Track and celebrate pursuit progress
CRM-Enabled Tools
The programme includes tools and templates that can be embedded in your CRM to make opportunity pursuit visible and measurable. These tools help sellers and managers:
- Score each opportunity against the PPVVC criteria
- Track movement through each sprint
- Identify gaps and risks in real time
- Build agile pursuit plans with data-driven insights
Click here to learn more about our CRM Enabled Workflow Tools
FAQ: Consultative Opportunity Pursuit Training Programme
Q: What is opportunity pursuit training in sales?
A: It’s a structured training programme that helps sellers manage and advance high-potential sales opportunities using a repeatable, agile framework.
Q: Who is this training for?
A: Sales professionals, account managers, and business developers who are actively managing complex deals or navigating stakeholder-heavy sales cycles.
Q: What is the PPVVC model?
A: A deal qualification framework that focuses on five criteria: Pain, Power, Vision, Value, and Consensus — used to assess deal strength and guide next steps.
Q: How does this training improve sales performance?
A: It gives sellers a clear pursuit plan, helps them qualify and prioritise effectively, and enables faster deal progression through agile action planning.
