Learn to create a value proposition that is spoken in the powerful language of finance, rather than the complicated language of technology
A two-day, on-site workshop focused on perfecting the Language of Finance and understanding business acumen for the technical rep. The program gives you tools and knowledge to create a value proposition that successfully links your product or service to a key financial metric of your target account.
Who
Sales Engineers, Field Application Engineers, and Sales Executives who want to understand how to communicate effectively with financial managers in their accounts
AE’S, SE’s, SAE, FAE’s and Sales Executives who want to understand the finances of their target accounts
AE’s, SE’s, SAE’s who struggle with speaking and articulating their value propositions to executives
Overview
Prior to attending class, the technical rep will prepare information on an actual target account. He or she will then spend two days with a former corporate officer (e.g., a CEO, CFO, or CIO) who will consult with them on the current financials of this account and help them to identify where they may be able to link their technology solution to a key financial strategy. The executive leading the program will serve as “the client” throughout the course, giving the participants a perfect opportunity to understand how senior managers think and react.
Participants will analyze information such as income statements, balance sheets and ratios, and understand why such knowledge is important to their target account. Participants will develop their business acumen so that they can move from presenting the technology value to comprehending and proposing a business value proposition at the executive level.
Objectives
In this two-day advanced workshop, you will gain an understanding of how decisions are made at the executive level. You will gain knowledge and tools you can use to:
Identify your customer’s financial objectives and business strategies, as well as the operating issues that constrain your account’s performance.
Link your competitively advantaged solution to these constraining operating issues and thereby create strategic and financial value for your customer.
Effectively articulate your business-based value proposition in the language of business at the executive level
Customize Business Conversations for Technical Reps
Kirby, Arnold & Associates will customize Business Conversations for Technical Reps to meet your sales team's current challenge. To learn more about our customization process, please click here
