All of Kirby Arnold programs are led by senior level executives with a tremendous breadth and depth of knowledge. They are also seasoned coaches and trainers.
Develop industry focused business based value propositions that address your customer’s key financial and business challenges
Who
Sales Manages
Sales Representatives
Account Managers
Global and National Account Managers
Business Development Managers
Solution Architects
Overview
Selling Business Value workshop provides you with invaluable insights into the financial challenges faced by executives in particular industries. The target account approach gives you the tools to craft a strong business based value proposition for your customer founded on strategic solutions to executives’ financial issues.
Objectives
In this two day advanced workshop, you will work toward making a sale to your customer while gaining knowledge and tools to:
Understand the fundamentals of finance particular to your customer’s industry
Identify business processes that may be “broken” or operating “sub-optimally” by applying appropriate primary and secondary research
Recognize the linkage of these business processes to your customer’s non-financial and financial key performance indicators
Benchmark your target account against its competition and industry to uncover areas where your solution can show impact
Develop and articulate a customer specific business based value proposition that utilizes relevant industry and customer knowledge to demonstrate the financial and strategic value of your solution
Become comfortable transferring the focus of executive meetings from technology to business value
Kirby Arnold programs transform the way your sales professionals view their roles and their customers. Call us today to book a program for your sales team.
