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Description

Complex Sales: Mapping Decision-Makers, Building the Offer and Securing the Decision

Three days to regain control of a long sales cycle in which the decision no longer rests with your usual contact

  • 3 days — 21 h
  • In-person or virtual
  • All levels
  • Up to 6 participants

In a long sales cycle, the main contact is almost never the person who decides. The file moves through a procurement committee, a finance function and end users who apply very different criteria. A well-advanced opportunity is then lost to a stakeholder never met, or to a budget deferral.

These 21 hours focus on sales involving multiple stakeholders and deferred decisions. Participants map the stakeholders, identify the criteria specific to each of them, build an account plan and prepare the final presentation. Live opportunities brought by participants serve as working material throughout the programme.

Learning objectives

  • Map the stakeholders in a decision and their respective influence
  • Identify the selection criteria specific to each function met
  • Build an account action plan with clear deadlines
  • Prepare a presentation to a committee with diverging expectations
  • Secure the final stages through to signature

What makes this programme different

A decision-maker map built on a participant's live opportunity
A presentation delivered to a committee playing conflicting roles
A dated account plan that each participant applies on returning to work

Programme

1Specific Features of the Long Sales Cycle

What changes when the decision is shared

  • Stages of a multi-level purchasing process
  • Identifying the usual sticking points
  • The cost of pursuing an opportunity with no real chance
  • Criteria for a deliberate decision to walk away

2Stakeholder Mapping

Who really decides

  • Roles of decision-maker, influencer, user and buyer
  • Measuring influence and level of support
  • Identifying opponents and their motives
  • Strategy for reaching stakeholders not yet met

3Building Value

One value argument per stakeholder

  • Technical, financial and usage criteria
  • Quantifying the gains expected by the client
  • Adapting the message to each function
  • Internal allies and recommendation channels

4Account Plan and Final Presentation

Organising the pursuit

  • Drawing up a dated action plan
  • Collective preparation of a final presentation
  • Handling hostile questions in the room
  • Allocating roles within the sales team

5Decision and Closure

Clearing the final hurdle

  • Identifying remaining points of doubt
  • Final negotiation with procurement
  • Handling deferred decisions and budget trade-offs
  • Formalising commitments and starting delivery

Who is it for

Key account executives, key account managers, business development engineers and consultants working on long sales cycles.

Prerequisites

Experience of selling in a professional environment is required.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.