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.
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?
What if you could…
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 Inc. (CVI)