Our Application Workshops Deliver The Buy-Side Executive Perspective To Help Your Sales Professionals Become Trusted Advisors To Their Customers.
We Know What Customer Executives Want and How To Help Your Sales Professionals Deliver It
As former Fortune500 buy-side executives we know what customer executives want from your sales professionals. We also know that calling at the executive level without the right set of skills is a high-risk proposition. Customer executives are unforgiving of sales professionals who lack preparation and business skills, and who don’t offer constructive ideas on how their solutions can accelerate business and financial performance.
Often, traditional sales training (designed and facilitated by former sales people for sales people) falls short of delivering the right mindset, the right skills, and the right real-world exercises and role-play simulation opportunities to build confidence engaging at the executive level. Our application workshops are designed and facilitated by our buy-side executive principals who know how to translate customer executive expectations into a behavior-changing, interactive learning experience.
Customized Workshops Apply Financial Acumen To Improve Executive Selling Skills
Participants in our workshops apply and refine financial acumen skills acquired in our eLearning course to improve their executive engagement capabilities. We offer a variety of workshops to meet your unique needs, all sharing the following attributes:
- All workshops are customized and integrated with your sales process, methodology and enablement tools.
- All workshops are facilitated by principals of our firm who were former Fortune500 buy-side executives. Unlike many sales training firms, we don’t rely on part-time independent contractors to deliver our engagements.
- Participants in our sessions work on actual customer accounts. We conduct research on these accounts and incorporate our insights into the workshop delivery and content.
- Our workshop learning environment employs interactive exercises, peer-to-peer collaboration, and real-word role-play simulations.
- All workshops can be delivered onsite or online to groups of 15-25.
- Our workshops prepare sales professionals for actual executive interactions. To support the implementation of executive engagement plans, we provide individualized coaching, manager coaching, and group coaching sessions.
- A proprietary framework and job aid tools are used extensively to promote repeatability and reinforcement.
| Application Workshop |
Description |
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Selling To Executives™
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This 1.5-day workshop is designed for sales and sales support professionals who need to deepen customer executive relationships and achieve trusted advisor status. During the session, participants apply financial acumen skills acquired in our eLearning course and learn how to map their solutions to the business priorities and financial performance metrics of their customer executives. This learning experience builds differentiated executive selling skills and develops field-ready executive engagement plans. Application exercises, role-play simulations, and peer-to-peer collaboration are used extensively to practice executive interactions. For a brochure, click here. |
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Marketing Financial Value™
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This 1-day workshop is customized for marketing professionals and product/solution specialists responsible for developing executive-level marketing communications, solution sales collateral, field sales training materials, and customer testimonials. The session helps participants build executive-centric communications for new product launches or existing solutions which are being repositioned. Financial acumen skills acquired in the eLearning course are applied to craft “executive sticky” messaging which provides compelling financial value content. For a brochure, click here. |
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Selling to Economic Buyers™
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This 1.5-day workshop is designed for sales and sales support professionals who need to improve their ability to articulate the business and financial value of their solutions to the “economic buyers” in their customer’s organization. During this session, participants apply the financial acumen skills acquired in our eLearning course and learn how to position the financial value of their solutions to become relevant to corporate, line of business, and department-level decision-makers. Application exercises, role-play simulations, and peer-to-peer collaboration are used to build confidence and credibility in communicating the financial value of solutions. For a brochure, click here. |
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Negotiating Financial Value™
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This half-day workshop is designed for sales professionals who are responsible for strategic negotiations with senior customer decision-makers. Actual client / customer scenarios are used to illustrate negotiation concepts and the importance of demonstrating financial value in creating ‘win-win’ outcomes. Both strategic and traditional negotiation skills are incorporated into the content of this session. The eLearning course is an optional prerequisite. For a brochure, click here. |
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Customer Catalyst™
Strategy Engagement
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This 1-day workshop is designed for one or two account teams who are responsible for creating demand and accelerating revenue growth with strategic accounts. During this session, participants identify compelling customer buying catalysts and construct executive engagement strategies to capture first-mover competitive advantage and maximum customer relationship impact. Participants are expected to complete our eLearning course and additional pre-work assignments in preparation for this action learning experience. For a brochure, click here. |
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