COURSE DESCRIPTIONS

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

E2
Availability:

January 1-August 1, 2020 Online


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Competencies covered:

  • Financial/business acumen
  • Value analysis & opportunity insight
  • Communication & influence skills
  • Value co-creation

Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers

Level of proficiency: Foundational / Intermediate

Format: In-Person and Self-Directed/Live Online

Certification eligibility: Yes

Presented by: Corporate Visions Inc. (CVI)

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 participants 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.

TOPICS COVERED:

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.

Attendees can expect to learn how to:

1. Find and interpret account information to identify areas of greatest impact

2. Translate financial data and trends to identify selling opportunities

3. Align your business value with your customer's prioritized initiatives

4. Quantify your value using financial metrics meaningful to your customer’s decision makers

 


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

https://cvi.to/sams-2019

Faculty: Corporate Visions