A customizable two or three day program that applies KAA strategies and executive expertise to your target account. The case study approach gives you the tools and knowledge you can use immediately to bring added value to your clients and help them bring all the pieces of their purchase puzzle together.
Who
Global, National and Major Account Representatives
Managers and Marketing Managers
Overview
Before you arrive at the workshop, you will prepare information on an actual target account opportunity. The two or three day workshop is led by a former corporate officer (e.g., CEO, CFO, CIO) who will help you to identify your customer’s critical high level business issues and broken processes, link these identified business needs to your solution, create a business based value proposition and then articulate your solution in the “language of business” . This executive serves as "the client" throughout the course. You will get an in-depth look how your solution will be measured by an executive through an understanding of cash flow terms such as ROI, IRR, NPV, etc. After analyzing your account opportunity, you will apply what you have learned through practicing executive level meetings and presentations.s.
Objectives
As a result of attending The Business Meeting™ workshop, you will master strategies for developing revenue-generating relationships with executive decision-makers as you learn to:
View the customer from a business perspective to identify and solve critical business issues
Identify a broader range of sales opportunities based on your business based value proposition
Create business value for your solution through an analysis and application of financial and business information
Understand how to maximize the business and financial value of your solution
Identify and justify the financial impact of your solution
Position your solution as part of a strategic investment that support executive-level needs, such as increased revenue, shorter sales cycles, decreased price discounting, greater customer retention, expanded market share, reduced operating costs, or better inventory control
Communicate at appropriate levels using the “Language of Business”
Customize The Business Meeting
Kirby, Arnold & Associates will customize the Business Meeting™ to meet your sales team's current challenge. To learn more about our customization process, please click here
