The first thing the Three23 Enterprise Approach Sales Training program does is map the current Points of Contact between your organisation and your (potential) clients. These Points of Contact are defined with three pieces of information:
As an example, a marketing person (who) considering a conta-arrangement with a potential client (why) has the possibility of underselling the value of their half of the agreement (danger) and has the possibility of spotting a significant sales lead (opportunity).
By defining these Points of Contact and mapping the organisation's overall relationship to clients allows each individual to attend the relevant modules for them to learn how to qualify leads, create/control expectations and communicate pertinent information internally.