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.
Competencies Covered:
- Financial/business acumen
- Value analysis & opportunity insight
- Communication & influence skills
- Interpersonal relationship skills
- Accountability for business outcomes
