January 1-August 1, 2020 Online
Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers
Level of proficiency: Foundational / Intermediate
Format: Self-Directed/Live Online
Certification eligibility: Yes
Presented by: Corporate Visions Inc. (CVI)
This online-only course E9: Capture Value Skills is the equivalent of the SAMA Academy course E5: Strategic negotiations: Changing the conversation from price to solution.CSAM candidates may take this online version as a substitute for the in-person E5: Strategic negotiations: Changing the conversation from price to solution.
This course contains a series of self-guided video modules alongside exercises to be completed at your convenience, within a six week period. Exercises will be reviewed by Corporate Visions consultants, who will offer feedback to learners.
*CSAM candidates must to complete all exercises within the six week time frame in order to earn credit towards the Certification program.
Did you know that a 1 percent price reduction can lead to a 9 percent drop in operating profits?
Seemingly harmless, inconsequential requests from your customer can have a massive, negative impact on your profitability. Whether value leaks out of an opportunity through additional customer requests or outright demands for discounts, your company’s bottom line will suffer. Without the right negotiation tactics and appropriate customer-retention strategy, your profitability and your customer relationships are at risk.
What if you could expand deal profitability AND retain existing customers?
To capture value, you need a deliberate approach to address these critical — and sensitive — “moments of truth,” both late in the buyer’s journey and in the customer lifecycle. By taking “Capture Value Skills,” you will get the messages, content and skills rooted in decision-making science to nail the important questions customers are asking you: “Why should I stay? Why should I pay?” The best customer retention strategies allow you to answer these questions with confidence, strengthening your existing relationships into the future.
In this course, you will learn to develop unexpected, counterintuitive negotiations.
Most sales negotiation training fails to take into account selling environments that have grown in complexity and have multiple decision makers involved in most buying decisions. With a mixture of online and hands-on, application-based learning and reinforcement, you will learn science-backed concepts you need to execute your customer retention strategy. That means improving sales negotiation skills and learning the best way to engage prospects and customers to expand deal size, retain existing customers and convince them to pay more for your solutions.
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
Faculty: Corporate Visions