E2 - Buyer’s perspective: Create, communicate and quantify value for CxO impact


October 14-17, 2019 San Diego

November 12-14, 2019 Prague, Czech Republic

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.


  • Find and interpret account information to identify areas of greatest impact
  • Translate financial data and trends to identify selling opportunities
  • Align your business value with your account's prioritized initiatives
  • Quantify your value using financial metrics meaningful to your account

Faculty: Corporate Visions