As a vertical market sales rep, do you…

Analyze your customers’ annual reports and other financials to determine what drives their business success?

Appreciate the power of understanding the processing problems and business issues and strategies that are facing the industry you are selling into?

Understand what financial challenges are confronting executives as they compare their performance with the competition in the marketplace?

Position your products/services as part of a strategic business solution to your executive customer’s performance challenges?

Develop a strong business case for the total solution sale?

… or just sell product features and benefits?

For two days, a former industry executive guides you through advanced skills and strategies for turning your value proposition into an industry and customer specific Statement of Business Value that directly links to the customer’s dysfunctional process and ultimate business performance issues. Some of these industries include:

• Financial Services
• Telecom
• Retail
• Manufacturing
• Health Care
• Services
• Pharmacuetical

Throughout the program you:

1. Analyze customer and industry financial reports
2. Identify key ratios to benchmark against industry and competitor’s data
3. Determine the how your solution may impact your account’s performance
4. Practice articulating your findings during role-plays and presentations in the “language of business”
5. Gain feedback from the Executive Leader on how other executives may view your solution