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OPPTIC WORKSHOPS

OPPTIC Workshops 2025

Introduction to the OPPTIC Sales Methodology Workshop

  • Why a Time-Based Shift is Needed
    Inefficient sales processes lead to lost opportunities Inaccurate forecasting Inconsistent quota attainment High pressure to meet quotas without a clear strategy Bloated pipelines with low conversion rates Wasted time on deals that won’t close on time or at all Loss of competitive edge in the evolving market Increased stress and burnout
  • What is a Time-Based Sales Methodology?
    Time-based sales is a time-centric sales framework designed to optimize your sales process by focusing on timely opportunities that are ready for closing. Time-based sales shifts the sales approach from activity-based to time-based. Time-based sales view time as a friend and guide, not an enemy. An effective sales framework that is transformative and time-centric. Selling is inherently time-based, and it is based on quarterly timeframes.
  • How to Implement a Time-Based Sales Approach
    Plan your weekly sales activity to develop a time-effective cadence (60-3-35). Seek out prospects with urgent, time-based goals. Qualify prospects with OPPTIC to evaluate each deal through a time-based framework. Vet prospective champions based on clear, time-based motivation. Use a Mutual Accountability Plan to keep the process on schedule. Work together with motivated clients to finish sales cycles ON TIME!
  • Benefits of a Time-Based Approach
    Increased sales performance Improved qualification process Stronger client relationships Enhanced team coordination Increased trust and less pressure in the sales process

Take Your Sales Career from Zero to Hero with OPPTIC

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You will learn:

​In this course, you will learn to partner with time to take your sales team in a new, revolutionary direction!

Topic-Specific Workshops

In the advanced workshops, you will dive deep into each element of time-based sales and apply it to your business’s unique challenges and situations. You may take one or more topic-specific classes to zero in on one aspect of time-based sales. Classes can be taken as standalone courses or in combination. Topics can be customized for your team’s specific needs. 

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Possible topics include:

1. The Time-Centric Shift: Addressing Sales’ Most Pressing Challenges​

Time-based sales is not just a methodology; it’s a mindset. This course will equip you to recognize the ineffective mindsets that lead to inaccurate forecasting, inconsistent quota attainment, and ineffective sales motion and develop practical tools to shift the team’s mindsets.

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2. Mastering Cadence: Building Your Sales Rhythm with 60-3-35​

To be competitive in sales, a steady cadence is essential. In this class, you will apply the 60-3-35 rhythm and customize your sales cadence to your business’s unique win rates, renewal rates, and business needs. Develop a weekly cadence that aligns with your quota to become a world-class sales team.

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3. Why Forecasting Fails: The Hidden Power of Time Prioritization​

When it comes to forecasting, surprises are never good. In this course, you will:

  • Identify the fears that create forecasting surprises.

  • Outline the ways that time-based qualifying skills help you avoid common forecasting pitfalls.

  • Create a time-centric approach that frees salespeople to commit deals accurately to the correct quarter for maximum success

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4. Shifting the Sales Conversation: Discovering Time-Sensitive Client Outcomes for Faster Closures​

One of the top mistakes salespeople make is “talking too much about their product or service.” In this course, your team will gain tools to shift the sales conversation toward active listening. By identifying time-centric customer needs and aligning with their time-sensitive goals, your conversations will focus on outcomes and lead to faster closures.

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5. Certainty Through Clarity: How OPPTIC Empowers Sales Teams​

I often remind my team, “You can’t fix what you can’t see.” The time-based OPPTIC qualifying process clarifies and visualizes the sales process, revealing how the customer thinks about the problem and solution. This class will equip you to distinguish between approaches that bring clarity and methodologies that bring confusion. You will utilize OPPTIC tools to predict whether a deal will really close and classify it by time-sensitive metrics.

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6. Timeline and Trust: Validating Urgency in Sales​

No amount of pressure can create true urgency; it only diminishes trust. A time-aligned salesperson is a trusted advisor who discovers, highlights, and validates existing urgency in the client but never pushes for false urgency. In this class, you will:

  • Explore the link between timelines and trust.

  • Develop strategies for validating urgency without pressure 

  • Build trust by aligning with buyer timelines and needs.

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7. The Human Side of Sales: Finding Customers’ True Motivations​

No matter how logical their reasons may sound, all customers base their buying decisions on emotion. This emotion may be caused by an urgent, time-sensitive need, or it may be based on a relational motivation. Learn to identify clients’ true drivers to spot the real reasons clients buy. Then develop techniques to ensure renewal for those with motivations that are not time-based.

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8. Champion Validation: The Key to Sales Success​

The process of champion validation is complex and nuanced. Two potential champions can have similar job titles and positions in a company yet yield very different results for a time-bound deal. This class helps you dive deep into case studies, comparing and contrasting different potential champions to see which ones will help you succeed in a time-bound way.

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9. The OPPTIC Advantage: Reducing Sales Cycle Times

This course deeply explores the qualifying process, equipping participants with strategies to streamline sales and reduce cycle times. It identifies bottlenecks in the sales cycle and outlines ways to shorten them with OPPTIC. Participants learn how to qualify, validate, and focus on deals they can close. They also gain techniques for streamlining motion and eliminating inefficiencies.

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10. Pain and People: Connecting Solutions to Buyer Needs​

Assess the ways in which individuals throughout the prospect’s company are experiencing pain to identify critical moments when the situation has become a time-sensitive problem. Grow in your ability to connect solutions to urgent buyer pain points to align with the true urgency of stakeholder priorities.

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11. The Time Advantage: Developing a Time-Centric Culture

Develop a comprehensive understanding of how a time-centric culture drives productivity and trust. Participants will explore strategies for sustained growth and learn how to embed time-centricity into team dynamics and company workflows. Explore practical steps to develop leadership influence in fostering a time-centric ethos across the organization.

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12. The Future of Sales: Expanding Time Prioritization Beyond Sales​

In an organization, all departments must “row the boat” in the same direction with the same time-centric cadence. Even departments that do not have a time quota need to be aware of time to sync with the revenue-generating department. Discuss practical steps to implement time-centric workflows in cross-departmental settings and develop strategies for creating a cohesive, time-effective culture that unites various teams for increased operational excellence. 

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Note: All workshops are offered live on-site or over video.

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Founded by Morgan Lim – author of the pioneering book “Unleashing the Power of Time”

ABOUT US

At OPPTIC Sales Method, we stand at the forefront of sales innovation, redefining success for technology companies worldwide.

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LEARN MORE

CONTACT INFO

CALL: 650.644.5542

EMAIL: inquiry@oppticsales.com

HOURS: Mon- Fri 9 -5 PM PST

 

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