The document describes the 020 program from Mercuri International, which is a two-day program designed to help sales teams turn more opportunities into orders, especially larger strategic deals. The program uses a structured approach with hands-on tools to review concepts around opportunity management. It focuses on assessing opportunities, aligning with decision makers, creating irresistible value propositions, and making persuasive presentations. Participants engage in a business simulation game and use an online tool after to help change behaviors for improving win rates on big opportunities long-term.

1. Ask yourself these
important questions
“ any of the concepts in the 020 program are basic, but
M
the structured approach to reviewing them gave my team
hands-on tools to convert key opportunities into orders.”
How many of your salespeople
are focusing on business that
will never happen?
Can your sales team develop
irresistible offers to close
larger deals?
O2O - Turning opportunities into orders
Developed by Mercuri International, 020 is an exciting new two-day program
that is tailor-made to turn a higher percentage of sales opportunities into orders, particularly on larger strategic deals. Mercuri International is the world’s
largest performance development company with operations in 44 countries.
How many of your salespeople
are actually dealing with the
right decision maker?
Are your sales teams presenting their solutions in a way
that wins those big deals?
The company focuses on sharpening its customers’ competitive advantages,
enabling them to take their sales to the next level.
Mercuri currently serves customers such as HP, Siemens, Roche, Huawei,
Electrolux, Novartis, Philips, Samsung, BASF and HSBC.
What’s preventing your
sales team from turning
opportunities into orders?

2. Give us two days and we’ll boost your
win rate on big opportunities – for years to come!
Do you ever wonder if your salespeople are focusing on the wrong
business leads? Do you feel that you could improve your win rate on
those larger deals? You know the ones we mean – where the sheer size
of the deals or margins are high. By mastering four key steps, your team
can turn more opportunities into orders.
Assess all the
opportunities.
Top salespeople start by gathering
just the right information they need
to make a structured assessment
of their opportunities.
Align with the right
decision makers.
The best salespeople understand
which decision makers to meet and
in which order. They have these
people carefully mapped out.
Create an irresistible
value proposition.
By strategically evaluating the customer’s key buying criteria, winning
salespeople can weigh and score
their arguments to find the most
relevant messages.
Make key presentations
with added persuasion.
The final presentation on big deals
needs to be carefully structured
to ensure that every key decision
maker can understand and buy into
the offering.
“The beauty of the online tool is that we
could visualize opportunities and continue
to reinforce positive behavioral change.”
“ y sales team got really engaged in the game
M
exercise – ‘learning by doing’ in a realistic, relaxed
and hands-on environment.”
Why the 020 program is different
As a sales manager, you’ve no doubt attended
many sales training courses in your career. The
first thing to say about 020 is that it’s not simply
a training course. As one recent participant
told us: “It’s more like a dynamic immersion into
opportunity management with a mix of powerful
tools to help change behavior for good.”
The 020 difference is not just one thing, but
includes a mix of three key components:
1) SIMPLE LEARNING MODULES – based on
proven, disciplined methodologies and 50 years’
experience as the world’s largest sales consult-
Experiential learning
is a proven method
that is now being used
by Harvard Business
School and other wellknown companies.
ing firm. We add our deep knowledge of opportunity management, including our “before, during
and after” approach for guaranteed results.
2) ENGAGING METHODOLOGY – modern
business simulation for engaging “learning by
doing” cases. Experiential learning helps salespeople to think and act differently, causing a
change in behavior.
3) LASTING RESULTS – includes an online
tool that allows salespeople to visualize their
opportunities and continue to apply the steps
learned in the training modules.
The program in brief
1. Two-day opportunity management
training course for sales teams, with a
number of components:
• Pre-assessment by participants
• Four pre-learning modules
• Workshop with interactive board game
• E-learning modules
• Best case tracking and follow-up webinars
2. Online, cloud-based planning and execution software tool (optional with licenses).
= A proven way to turn more sales
opportunities into orders.
of lost opportunities could be attributed to
poor alignment with the decision makers
Reasons for losing deals, according to our own study of 265 salespeople.
The online O2O software tool can be easily integrated with your current CRM system,
such as Salesforce, as well as with enterprise resource planning software like SAP.
O2O - Turning opportunities into orders