According to several authors, the Strategy is a process chosen through which reaching a certain state in the future is foreseen.
Bearing in mind this definition, we can understand the Win Strategy to be a structured definition of a process (action plan) to reach a future state (win an opportunity).
When a Sales Rep and/or a Sales Team develop a Win Strategy, they analyze different components of the opportunity (for example, the power map, buyer values, win themes, etc.) with the goal of defining a specific action plan directed towards maximizing the likelihood of winning said opportunity.
The document associated to the Win Strategy is developed by the person responsible for the opportunity. Afterwards, this is shared with the Sales Team during the appropriate Win Strategy sessions and it is kept up-dated until the corresponding contract is signed (or the opportunity is lost and the contract is signed by a competitor).
The components of a Win Strategy are:
- Opportunity insights:
- Opportunity context: get insight about the client and the opportunity.
- Power Map: analysis of the key decision makers and influencers (power mapping) is crucial for success.
- Buyer values: key points that will influence the decision of a buyer.
- Positioning: understanding the competitive landscape and our positioning with the client.
- Our solution:
- Description: of the products and/or services offered to the client.
- Value proposition: identifying the qualitative and quantitative value provided by our company in relation to the client’s buyer values.
- Win themes: key selling messages to win.
- Action plan:
- Overall action plan to win the opportunity.
You can find more information on this here