Thinking Planner Workshop
The intrinsic thinking program!
"Thoughts without content are empty - content without context is meaningless"
“Developing critical thinking requires structure – a framework that guides exploration beyond surface-level information. That's why we developed the Thinking Planner.”
“No matter how much content about your customer you gather as a seller, you must be brilliant in connecting the dots for your customers. This is the key skill that has no limit!”
This Application Based Workshop …
…is a comprehensive program designed to equip sales professionals with advanced strategic thinking skills and tools, particularly the "Thinking Planner." It focuses on moving beyond basic CRM usage to deeply understanding customer businesses, industries, pressures, and strategies. The workshop covers modules on understanding customer context, identifying business pressures, aligning selling with buying steps, mapping buyer ecosystems, anticipating objections, crafting winning themes, and driving necessary actions. It emphasises a customer-centric approach, using frameworks like SWOT analysis and the SAM model.
The Thinking Planners 15 core skills modules guide users through a customer-centric building process, covering key areas such as:
Gathering Content
Strategising for context
Planning the right actions based on progress objectives
The individual modules cover areas such as:
Account Details: Ensuring detail and accuracy in account information.
Customer and Industry Analysis: Understanding the customer's business and industry to create relevant solutions.
Business Pressures: Identifying market, societal, and technological pressures impacting the customer's business.
Business Strategy: Aligning solutions with the customer's long-term vision.
SWOT Analysis: Analysing the customer's business from their point of view to align sales strategies and support their strengths.
Selling vs. Buying Steps: Aligning selling steps with the customer's buying process.
Buying Ecosystem: Mapping key influencers in the buying process.
Key People Involved: Identifying key individuals, their KPIs, and communication styles.
Anticipating Objections: Proactively addressing potential concerns.
Opportunity Detail and Summary: Maintaining a clear understanding of the opportunity.
How Will Your Solution Support Their Strategy? Connecting solutions to the customer's overall business goals.
Win Theme Pitch: Outlining the value the customer will receive.
Anticipating What Could Go Wrong: Mitigating potential risks.
What Should the Customer Do Differently? Offering thought leadership and strategic insight.
Actions You Need to Take: Mapping out actions with clear objectives.
Pedagogical Approach:
Question-driven approach.
Models and frameworks.
Real-world examples and scenarios.
Actionable steps and practical tips.
Continuous learning and research.
Pauses and reflection points.
Key Takeaways/Benefits for Participants:
Develop a more strategic mindset.
Gain a deeper understanding of customers.
Improve alignment of solutions with customer needs.
Learn customer-centric SWOT analysis.
Understand and navigate the buying process and ecosystem.
Identify key stakeholders and tailor communication.
Anticipate and prepare for objections.
Define opportunity details and summaries.
Master linking solutions to strategy.
Craft a compelling win theme pitch.
Identify potential risks to deals.
Challenge the customer's approach constructively.