As SAMs, our roles are important. To do our jobs well, we need to interact effectively with people at all levels in the customer’s organization. However, the senior executive level — where the business impact of our solutions can truly be appreciated — remains challenging to access. We recognize that to sell the value of our solutions, we must reach people who can understand it, but that doesn’t make it easy. When we do get to these executives, we have to be so good that they invite us back.

In this session, you will learn how to:

• Efficiently understand your customer’s business environment and leverage that understanding to gain access to senior-level executives.
• Speak their language and position your solutions in terms of the critical business outcomes they care about.
• Deliver your message in a customer-focused way, so you are perceived as a credible business resource, not a vendor.

Please note: This 2.5-hour session.