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