Date(s)
Training Units
Training Units Training Type
Training Type- Self-led, Online
Fees
Fees- Corporate Member = $1,990
- Individual Member = $2,090
- Non-Member = $2,390
Certification eligibility:
Presented by:
Led by a seasoned executive who has spent a career on the other side of the desk – where your customer sits – this session shares a buyer’s perspective on how investment decisions are made. You’ll gain strategies for engaging executive-level buyers and effectively positioning the business value of your solution. Course Requirements: Willingness to participate in role-playing exercises.
CSAM candidates may take this online course in place of the in-person presentations available at SAMA Academies.
The online course includes online video modules, simulations, and exercises to be completed at the participant’s own pace, within a six-week period. The exercises, once completed, will be evaluated by a top procurement executive. This executive will provide personalized feedback on performance and offer suggestions for improvement.
*CSAM candidates must to complete all exercises within the six-week time frame in order to earn credit towards the Certification program.
Related SAM Competency:
- Strategic Account & Opportunity Planning
- Joint Solution Development, Co-creation & Reaching Agreement
Related SAM Process:
Step 1. Customer Co-Discovery & Value “Fit”
Step 2. The Strategic Account Business Value Plan
Step 3. Co-Create Value
Step 4. Mobilize & Align the Multifunctional Team
Step 5. Capture Value through Negotiating & Closing
Step 6. Execute Value & Deliver to Customer Commitments
Step 7. Realize/Expand Value through Overall Relationship & Outcome Management
Faculty:
Corporate Visions helps Strategic Account Managers create and articulate value in a way that helps them significantly increase their revenue from key accounts. Using a foundation of decision-making science, Corporate Visions helps SAMS create their selling stories and deliver those stories in a more compelling and remarkable way. Specifically, they help SAMs master the four most critical value conversations across the strategic commercial journey:
Create Value – Break the status quo and differentiate your solutions from competitors to create a buying vision and develop more selling opportunities
Elevate Value – Build a more effective business case to justify purchase decisions with executive buyers on the business and financial
Capture Value – Maximize the profitability of each opportunity by expanding deal size and managing the tension of negotiations and multi-buyer consensus decisions
Expand Value – Renew and expand existing customer revenue by improving retention rates, communicating price increases and increasing up-sells and cross-sells