COURSE DESCRIPTIONS

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

SAMA Academy Online: E2
Availability:

January 1-August 1, 2020 Online

This online course is the equivalent of the SAMA Academy course Buyer’s Perspective. The online version is titled Elevate Value Skills. CSAM candidates may take this online course in place of the in-person presentations available at SAMA Academies. This course includes online video modules, simulations, and exercises to be completed at the participants own pace, within a month long 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. Executive buyers value business conversations four times more than product conversations When selling to executive buyers, they don’t just want you to understand their business, they demand it. Unfortunately for c-level executive buyers (and sellers), relevant business conversations aren’t what they’re getting. While executives say 88 percent of salespeople are knowledgeable about their products and services, only 24 percent of sellers demonstrate thorough understanding of their business issues. That kind of disconnect is a prescription for too many stalled deals at the proposal stage. Build a business case to gain executive buy-in. To Elevate Value in your conversations, you need to give buyers a compelling business reason to change now, and a meaningful business case to help them justify that decision. By taking this course with Corporate Visions, your team can get the messages, content, and skills rooted in decision science to tell a business impact story that connects your value to your executive buyers’ business initiatives. That means smarter, more justifiable proposals, faster closes, and fewer stuck deals.

TOPICS COVERED:

  • 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 customer's prioritized initiatives
  • Quantify your value using financial metrics meaningful to your customer’s decision makers

*Attendees need to complete all exercises in order to earn credit towards CSAM via this course.

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Faculty: Corporate Visions