COURSE DESCRIPTIONS

Why Now: Create urgency with business decision-makers and drive them to decide now, not later - E17

Competencies covered:

  • Financial/business acumen
  • Value analysis & opportunity insight
  • Communication & influence skills
  • Interpersonal relationship skills
  • Accountability for business outcomes


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Training Units: 1


Training type available:
     • In-Person (1 day)
     • Online (1 day)


Fees:
     Corporate Member = $895
     Individual Member = $945
     Non-Member = $1,095


Availability/Register:
    TBA (online)
     

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

Level of proficiency: Foundational / Intermediate

Certification eligibility: Yes

Presented by: Corporate Visions Inc. (CVI)

Not advised for those who have previously attended “Buyer’s perspective: Create, communicate and quantify value for CxO impact – E2”. This is a 1 Training Unit portion of the E2 workshop.

 

TOPICS COVERED:

Stalled proposals and deals ending in “no decision” are arguably a value communication problem—the result of an inability to create enough urgency, and show enough business impact, to get executive-level prospects to act.

So how do you create a business case for the “why now” moment—when you’re dealing with buyers who might not care how your products and services work, but want to know how you can help them drive business value?

How this affects you?

  • Salespeople are not able to express the business change their solution can bring
  • Executives see some value in the solution but do not prioritize it among their other initiatives
  • Salespeople can’t establish credibility in an executive conversation

What if you could…

  • Provide insights to uncover business needs the executive had not considered?
  • Quantify their business return on their investment in your offering?
  • Discuss strategic initiatives to drive investment urgency in executive decision-makers?

TOPICS COVERED:

  • Create Executive Urgency - Create urgency for executive decision-makers to act now, not later.
  • Understand Executive Decision Making - Compose messages that demonstrate what decision-makers stand to lose via their status quo in addition to gain by switching to you.
  • Leverage Unconsidered Needs - Identify issues that prospects don’t know about or don’t think are urgent to disrupt their status quo and get them ready to change.
  • Identify Performance Metrics - Quantify your solution’s value using metrics meaningful to your customer.
  • Use ROI and Economic Justification - Work with customers to jointly model compelling Return on Investment scenarios.
  • Match Conversations with Roles - Position your solution’s value throughout your customer’s organization to engage in the right conversation with the right person.

 


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 Inc. (CVI)