Start With a Free Sales Funnel Consultation

Talk to an Advisor
Screen_icon
Sales Training Program

Navigating Sales Opportunities© Training

Many sales teams and professionals fail to rigorously plan a winning strategy for important opportunities. Training is centered on situational analysis to generate a dynamic sales strategy. An efficient methodology for reviewing the competitive landscape, understanding the role each decision maker plays, assessing strengths and cautions, prioritizing sales activities, and generating winning strategies based on customer information enables sellers to take a strategic assessment of every opportunity at every stage. The result: winning a far higher percentage of the opportunities pursued while greatly reducing wasted time on un-winnable or non-existent opportunities.
site-badge

Navigating Sales Opportunities© Training Centered on Strategy, Not Just Process

Strategy Over Activity

Most sales teams have a process. Far fewer have a consistent, rigorous methodology for generating a winning strategy within that process. Navigating Sales Opportunities© training closes that gap. It gives sellers and their managers a shared framework for evaluating every significant opportunity, assessing who the Decision Makers are and what roles they play, where the seller stands competitively, what actions are most likely to advance the deal, and where risk is hiding.

This is not a static planning exercise. The strategy and execution plan is designed to evolve after every customer interaction, keeping the seller’s strategy current with what they are actually learning in the field. The result is smarter prioritization, fewer surprises late in the sales cycle, and a measurably higher win rate on the opportunities that matter most.

Course Curriculum: Navigating Sales Opportunities©

Course Introduction

The course is structured across five progressive modules. Each advances the seller’s ability to analyze, plan, and act strategically on the opportunities they are pursuing.

Module 1: The Strategic Opportunity Plan

A core planning tool is introduced to be used and developed throughout the course. It is a structured framework for documenting and analyzing what they know about each opportunity. Sellers learn what this tool is, why it exists, and how to define a clear, measurable objective for every pursuit they take undertake.

Module 2: Understanding the Buying Team

With the planning framework in place, sellers turn their attention to the people involved in the buying decision. This section focuses on identifying who the Decision Makers are, what role each plays, how much influence they carry, and how each individual views the proposed change. Understanding urgency at the individual level is a key output of this work.

Module 3: Connecting Qualification to Opportunity Strategy

This section bridges Funnel Clarity’s qualification methodology with the opportunity planning process. Sellers learn how to assess their potential to win, surface and address buyer concerns, and identify where and how they are delivering value within the context of a specific opportunity.

Module 4: Competitive Assessment and Strategic Action Planning

Winning requires an honest view of where the seller stands. This section teaches sellers how to identify and document their competitive strengths and areas of vulnerability, and how to use that analysis to build a Strategic Action Plan that reflects the actual landscape of the opportunity, not wishful thinking.

Module 5: Managing a Portfolio of Opportunities

The final section addresses how sellers and their managers apply this methodology across a full pipeline, not just a single deal. The course concludes with a structured wrap-up reinforcing the complete planning process and positioning sellers to apply it immediately in their next review.

Course Certification

Certificates are valid for 2 years.

This course includes a Certificate of Completion, awarded for finishing the program. For those looking to go further, Funnel Clarity offers an advanced certification path—up to Level 4—earned through demonstrated competency, real-world performance, and mastery of the material, not just attendance. This tiered structure lets participants prove skill application, not just participation.

Reinforcement

These subsequent sections offer review of the Navigating Sales Opportunities© content and include additional practice, assignments and knowledge checks to continue on your path to mastery.

This course includes:

  • Articles-icon Reinforcement Plan
  • Video-icon Coaching Resources
  • Web-icon Real-World Application Exercises
  • Life-line Access to Experienced Coaches
  • Star-icon Course Certification
Talk to an Advisor
67%
Of B2B companies lack a formal opportunity management
approach
43%
Higher win rates with a structured opportunity management process
70%
Quota attainment for sellers trained in opportunity management
15%
Boost in quota attainment credited to opportunity mapping
30%
Faster revenue growth with structured opportunity management

What Our Clients Say

Prioritized My Selling Strategy
Bennett A., Enterprise Sales Executive, Versaterm

Learning the opportunity management process and applying it to a specific deal that is struggling late in the game has helped me prioritize my selling strategy. I now have a clearer set of goals that I can take direct action upon. I have benefitted from the organization that these lessons have brought to my overall selling approach. My actions have a more direct purpose and I'm spending less time engaging in idle motions.

Staying Aligned as Buyer Priorities Shift
Andrew C., Senior Sales Manager, Pharmaceutical Industry

The opportunity management plan is dynamic, and buyer priorities can change. This course has been helpful in confirming where they are in their decision process.

Focusing on the Right Opportunities at the Right Time
Chuck O., Business Development Manager, Corrisoft

Funnel Clarity’s training changed how I approach sales by helping me focus on opportunities that are ready to move forward, rather than trying to force change. Using Funnel Clarity’s customer decision journey has helped me better organize my funnel and apply a structured call plan to each opportunity. I’m continuing to build on these skills with ongoing practice and regular reviews, which has made my approach more disciplined and effective.

Clarity on Who's Involved in the Deal
Chris T., Regional Sales Manager, Pharmaceutical Industry

The opportunity planning materials have been helpful for identifying strengths and weaknesses in a potential sale, and understanding who the key influencers and buyers are.

Connecting Technical Discussions to Business Outcomes
Luis Y., Regional Sales Manager, Lumivero

Completing the course has significantly improved the way I understand customer needs and systematically gather information from both users and decision-makers. In particular, the frameworks and questioning techniques helped me move beyond surface-level requirements to focus on how customers make decisions, who influences those decisions, and what success looks like from their perspective. This has allowed me to run more structured conversations, identify gaps earlier in the sales process, and align technical discussions with business outcomes.

Participants Leave the Navigating Sales Opportunities© Training with:

  • How to identify the role each Decision Maker represents.
  • The ability to assess Strengths and Cautions for each opportunity.
  • Prioritize sales activities.
  • Generating winning strategies based on customer information they uncovers.
mobile-road-06

Navigating Sales Opportunities© Training Program

Navigating Sales Opportunities© training introduces a methodology for reviewing and assessing key information about each opportunity, centered on situational analysis to generate a dynamic sales strategy. Applied after each customer interaction, this process helps sellers take a strategic view of every pursuit, winning a higher percentage of the opportunities they go after while greatly reducing wasted time on un-winnable or non-existent opportunities.

This course is targeted to those who sell products or solutions to new or existing customers where buying decisions involve multiple Decision Makers, a longer sales cycle, a higher dollar amount, and/or purchases that are strategically important to both organizations. If your team is regularly competing for complex, high-value deals, and losing some that felt winnable, or investing significant time in opportunities that were never real, Navigating Sales Opportunities© training provides the strategic framework to change that pattern.

See the Whole Roadmap >>

Flexible Navigating Sales Opportunites© Training Delivery

Funnel Clarity training is delivered the way that works best for your team: in-person classroom, live-virtual, self-paced online, or any hybrid combination. Each format includes real-account application exercises, live or platform-based coaching feedback, and built-in reinforcement, so you get insight into each participant's engagement and progress no matter how the training is delivered.

Compare Delivery Options
fc-flexible-delivery-icon-white_3
We love our clients because they become long-term partners:
eclerx-1
omc
legalzoom
hp
netsuite-white
glassdoor-1
carnegie learning
sageintacct
peopedoc
versaterm
symantec
fti-consulting
rockwell
mercurygate
concur
secom
dorman
eclerx-1
omc
legalzoom
hp
netsuite-white
glassdoor-1
carnegie learning
sageintacct
peopedoc
versaterm
symantec
fti-consulting
rockwell
mercurygate
concur
secom
dorman

Frequently Asked Questions

What is Navigating Sales Opportunities© training?

Navigating Sales Opportunities© training teaches sales professionals how to conduct a rigorous situational analysis of each significant opportunity and translate that analysis into a dynamic, actionable sales strategy. It provides a methodology — built around the Strategic Opportunity Plan — for assessing the competitive landscape, understanding the Decision Makers involved, identifying strengths and cautions, and prioritizing activities that are most likely to produce a win. The goal is not simply to plan, but to win a higher percentage of the right opportunities.

What is the Strategic Opportunity Plan (SOP)?

The Strategic Opportunity Plan is the core tool introduced in this course. It is a structured framework sellers use to document and analyze key information about a given opportunity, ncluding buyer roles and degree of influence, the customer’s view of change, qualification criteria, competitive strengths and cautions, and strategic action steps. The SOP is designed to be a living document, updated after each customer interaction, so the seller’s strategy remains current with what they are actually learning in the field.

How does Navigating Sales Opportunities© training help sellers win more deals?

By replacing informal or inconsistent deal reviews with a disciplined planning methodology, sellers are better equipped to recognize where they stand in each opportunity, where the risks are, and what specific actions will most improve their competitive position. The result is smarter prioritization across the pipeline, fewer late-stage surprises, and a measurably higher win rate on the opportunities that matter most, while reducing wasted effort on opportunities that were never winnable.

What is the difference between Navigating Sales Opportunities© and standard sales qualification?

Qualification determines whether an opportunity is real and worth pursuing. Navigating Sales Opportunities© goes further: it provides the strategic framework for winning opportunities that have already been qualified. The course connects to Funnel Clarity’s qualification methodology by incorporating the Customer Decision Journey© and qualification criteria into the planning process, but its primary focus is on competitive strategy, buyer role analysis, and dynamic action planning rather than go/no-go decisions.

Who is this course designed for?

This course is designed for sales professionals who regularly pursue complex, high-value opportunities with multiple Decision Makers, longer sales cycles, and strategic importance to both buyer and seller. It is particularly relevant for account executives, regional sales managers, and senior sellers who carry large-deal quotas and need a disciplined framework for managing competitive pursuits. Sales leaders who want a consistent methodology for deal reviews and pipeline management will also benefit.

Can this training be customized for our organization?

Yes. While the Navigating Sales Opportunities© framework applies broadly across B2B selling environments, Funnel Clarity can tailor content, examples, and terminology to align with your specific sales motion, deal structure, and competitive context. The training can also be integrated with your existing CRM or pipeline review process and delivered in formats that fit your team’s schedule.

Ready to Get Started?

the funnel clarity roadmap to revenue©

Fearless
Prospecting©

Fearless
Prospecting©

With Fearless Prospecting© sellers can overcome discomfort, overcome resistance from prospects and set many more first appointments with qualified potential buyers. The tactics taught in Fearless Prospecting© have been developed from research and are surprisingly non-intuitive.

Learn More
Tab-img

Quota-Crushing
Sales©

Quota-Crushing
Sales©

The modern sales professional needs more than just a questioning model. To maximize success a seller needs to understand how to “counsel” buyers to make great decisions. This course focuses on the tactics and strategy of providing this kind of buying guidance to every decision maker.

Learn More
AcceleratedDeals-1

Inside Sales
Formula©

Inside Sales
Formula©

The challenges facing inside sellers differ from those that face a field salesperson. This course teaches inside/digital sellers the tactics and strategy necessary for maximum results when selling to remotely located decision makers they may never meet in person.

Learn More
QualifiedForQuanitity

Box Out the
Competition©

Box Out the
Competition©

Effective account management requires more than just reacting to customer inquiry. This course teaches the techniques required for proactive account management. These tactics are essential in order to create value for existing customers, ensure ease of renewal and for uncovering upsell/cross-sell opportunities.

Learn More
SaleComp

Qualify for
Quality©

Qualify for
Quality©

One area where sales organizations lack an effective tool is recognizing how qualification is an ongoing part of a sales process, not a step in that process. This course teaches the skills that ensure each sales call is most effective and the sales funnel contains only real opportunities.

Learn More
BusinessGrowth

Train Your Sales Team Anytime, Anywhere

Talk to an Advisor
service_image