Knowing the trends and market forces shaping your prospect’s industry gives you a competitive edge. Through our live and virtual workshops, we provide the tools and resources for you to understand your prospect’s perspective better and more easily affirm the impact of your solutions. From content to delivery, our training will give your team the sales skills to become more relevant to the decision makers at the top.
of our clients report more easily eliminating competition
Live or virtual learning, consume it how you like. Our topics include:
Learn how to analyze a company from a financial perspective. Compare a company to its peers and industry. Bring your points to view to customer conversations.
Learn the basics of the language of business – finance. Understand how money flows in and out of a company and how to discuss financial performance with your customers.
Gain a deeper perspective of the financial performance of an industry - coverage of 22 different industries.
There are 6.8 stakeholders in every deal, and each person values something different. Learn what is top of mind of buying executives and how to change your language to capture buyer-specific value.
Uncover the micro and macro trends that impact different industries, and how they are responding to them. Identify industry-specific key performance indicators (KPIs) and how your solutions can impact them.
Understand the complexity of large organizations – how they create budget, how they align to achieve company goals and strategies, and why what they value can vary greatly - even in the same company.
Identify the different functional areas of an organization, and understand the processes and KPIs they undertake to achieve company goals and measure success.
Bridge the gap between technology and business with our custom solution maps. We blueprint the value chain from customer strategy to solution KPIs so sellers can make a direct connection to business impact.
Highlight the attention- grabbing value stakes beyond just TCO. Quantify the value of the business outcomes delivered by your solution.
It’s not all about the hard money. Learn how to incorporate the qualitative elements like cost avoidance and risk management that make for a complete and compelling business case.
Digital transformation impacts all companies and industries. Develop a forward- thinking perspective about how your solution can accelerate the customer’s journey.
Work directly with CxO coaches on the buy side who own P&L, have sat through 1000s of (mostly ineffective) sales calls to maximize impact with CxOs.
Do you feel stuck at a lower level at your customer than you should be? Blocked by a gatekeeper? Work with our executive coaches to navigate complex organizations and make your messaging executive-relevant.