You’ll learn from a large company CFO how to access, engage with and learn the specific needs of C-level Executives to win deals. You’ll discover what motivates them, what they’re looking for in a vendor and how to position your solutions as the best option for their business. This proven sales training will skyrocket your close rate.
FINANCIAL ACUMEN FOR SELLING TO EXECUTIVES
Learn the financial terms used by C-level Executives, how to identify opportunities, how to have a financial conversation and how to articulate the financial value of your proposals – establishing credibility and differentiating yourself from your competitors.
GETTING ACCESS TO THE C-SUITE
You’ll learn how to get your foot in the door with any C-level Executive. You’ll discover how to identify the right Executives to speak or write to, what to say to get them interested to listen to you and meet with you. Real practice with a real CFO on your real accounts.
MASTERING MEETINGS WITH YOUR CLIENT’S VARIOUS CXOs
With the executive buying decision becoming more and more collaborative, to win strategic deals, you’ll need to convince a variety of C-Level Executives of the value of your proposal to each one of them. Different Executives have different roles and goals, and you’ll need to know how to speak their language and target their interests. Same proposal-different conversations.
NEW HIRE AND ONBOARDING PROGRAM
Whether for early in career sales recruits or experienced Key Account Managers, obtain the Executive Buyer’s perspective early on to establish a strong Selling to Executives foundation. Practical exercises and role plays by a CFO.
PRESENTING YOUR VALUE PROPOSITION TO THE CFO
You’ll present your proposal in front of a real CFO before you meet with the actual Client Executives. The training CFO will have studied your account and Client CXOs in advance and provide you with feedback on what the C-Suite is looking for, and how to greatly improve your proposal. An invaluable practice before the real thing!
SELLING TO C-SUITE EXECUTIVES
The Executive buyer’s perspective
You’ll learn from a large company CFO how to access, engage with and learn the specific needs of C-level Executives to win deals. You’ll discover what motivates them, what they’re looking for in a vendor and how to position your solutions as the best option for their business. This proven sales training will skyrocket your close rate.
KEYNOTES, 1-DAY AND 2-DAY INTERACTIVE SESSIONS
Allows your B2B strategic sales teams to practice selling your Company’s solutions and services to CXOs (CEO, COO, CFO, CMO, CDO, CIO, CTO and Heads of BUs) in front of a large company CFO who was responsible for making the buying decisions, similar to those Executives your sales teams will encounter. Working exclusively on existing client accounts and your company solutions, participants will learn how to develop powerful value propositions that convince the client to invest, and invest with you!
TARGET PARTICIPANTS
Global and Enterprise Account Sales Teams and Support.
OBJECTIVES
- Learn the best proven methods to gain access to Client Executives
- Understand the different CXO roles and be able to relate and speak their language
- Learn how Executives prioritize investments and their criteria for selection of vendors
- Understand the customer‘s business and know how to link your proposals to customer‘s needs
- Understand and interpret the Client’s financials and key metrics to create demand and win deals
- Demonstrate the financial impact and ROI of your proposals
- Develop compelling value propositions, differentiated from competitors
WHAT MAKES US DIFFERENT
Our workshops are conducted exclusively by an Executive who has had the responsibility for investment decision making at large corporations, similar to the Client Executives your sales teams will face. Each workshop is customized for your company, its solutions, and its target clients. We work strictly on real proposals and live deals.
FINANCIAL ACUMEN
For selling to Executives
Learn the financial terms used by C-level Executives, how to identify opportunities, how to have a financial conversation and how to articulate the financial value of your proposals – establishing credibility and differentiating yourself from your competitors.
1-DAY INTERACTIVE WORKSHOP
In this workshop you will develop financial acumen and be comfortable articulating the financial value and ROI of your proposals.
TARGET PARTICIPANTS
Enterprise and Global Account Sales Teams and Support.
OBJECTIVES
- Familiarize your sales teams with financial impact and terms to help them gain confidence and competency in having financial conversations with Executives
- Understand and interpret key financial statements to be able to communicate the impact of your solutions on these statements
- Uncover opportunities by analyzing financial statements and identifying client pain points
- Understand how executives prioritize investments and how to position your company’s proposals higher on the priority list
- Learn how to articulate and calculate the ROI of your company’s solutions
WHAT MAKES US DIFFERENT
Our workshops are conducted exclusively by a CFO who has had the responsibility for investment decision making at large corporations, similar to the Client Executives your sales teams will face. Each workshop is customized for your company, its solutions, and its target clients. We work strictly on real proposals and live deals.
GETTING ACCESS TO THE C-SUITE
You’ll learn how to get your foot in the door with any C-level Executive. You’ll discover how to identify the right Executives to speak or write to, what to say to get them interested to listen to you and meet with you. Real practice with a real CFO on your real accounts.
1-DAY INTERACTIVE WORKSHOP
This 1-day workshop focuses specifically on how sales teams can gain access to the C-Suite. We all know that accessing a senior-level executive has become incredibly challenging. This applies whether it is a new prospect or an existing account. Not only do we cover best practices today to help sales teams get into the C-Suite door, but we apply these best practices on real opportunities! Real life success stories as well as failures are discussed by the training CFO who received thousands and thousands of solicitations for meetings. What worked, what didn’t and why?
TARGET PARTICIPANTS
Global and Enterprise Account sales teams.
KEY LEARNINGS
- Overview of best techniques and fundamentals to access the C-Suite
- How to navigate corporate hierarchies, and how to manage gatekeepers to secure meetings with CXOs
- How to conduct the proper due diligence necessary for initial contact with the C-Suite
- Participants will bring live accounts and/or hot prospects to the workshop. Role playing will be put into action and participants will practice through emails and phone calls to the Training CFO. Feedback is continuous and key takeaways are provided
WHAT MAKES US DIFFERENT
Our workshops are conducted exclusively by an Executive who has had the responsibility for investment decision making at large corporations, similar to the Client Executives your sales teams will face.
MASTERING MEETINGS WITH YOUR CLIENT’S VARIOUS CXOs
With the executive buying decision becoming more and more collaborative, to win strategic deals, you’ll need to convince a variety of C-Level Executives of the value of your proposal to each one of them. Different Executives have different roles and goals, and you’ll need to know how to speak their language and target their interests. Same proposal-different conversations.
1-DAY INTERACTIVE WORKSHOP
In this workshop, you will learn how to successfully interact with the following Client CXOs:
- Chief Executive Offer
- Chief Financial Officer
- Chief Operating Officer
- Chief Digital Officer
- Chief Information Officer / Chief Technology Officer
- Chief Marketing Officer
TARGET PARTICIPANTS
Enterprise and Global Account Sales leadership and Teams.
OBJECTIVES
- Know the roles and responsibilities of the different Client Executives deciding on or influencing your proposals
- Understand the KPIs of the various CXOs
- Learn to speak the language of the various CXOs
- Establish rapport with the various CXOs
WHAT MAKES US DIFFERENT
Our workshops are conducted exclusively by an Executive who has had the responsibility for investment decision making at large corporations, similar to the Client Executives your sales teams will face.
NEW HIRE AND ONBOARDING PROGRAM
Whether for early in career sales recruits or experienced Key Account Managers, obtain the Executive Buyer’s perspective early on to establish a strong Selling to Executives foundation. Practical exercises and role plays by a CFO.
1-DAY INTERACTIVE WORKSHOP
This 1-day session provides new employees with a quick yet comprehensive foundation of best practices for Selling to Executives.
TARGET PARTICIPANTS
New sales recruits to the organization.
OBJECTIVES
- Learn the research and preparation required for CXO access and interaction
- Know how to map the various company solutions and services to Client needs
- Understand the various roles and responsibilities and KPIs of the various CXOs
- Obtain the financial acumen necessary for C-level conversations with the C-Suite
- Be able to develop a financial justification and ROI of your proposals
WHAT MAKES US DIFFERENT
Our workshops are conducted exclusively by an Executive who has had the responsibility for investment decision making at large corporations, similar to the Client Executives your sales teams will face.
PRESENTING YOUR VALUE PROPOSITION TO THE CFO
You’ll present your proposal in front of a real CFO before you meet with the actual Client Executives. The training CFO will have studied your account and Client CXOs in advance and provide you with feedback on what the C-Suite is looking for, and how to greatly improve your proposal. An invaluable practice before the real thing!
1-DAY INTERACTIVE WORKSHOP
You will present your value proposition to a real CFO and get direct feedback on what works, what doesn’t and how to build a very convincing value proposition. Training CFO will study the clients’ accounts in advance of the session to accurately represent the Client’s Executive decision-making criteria.
TARGET PARTICIPANTS
Enterprise and Global Account Sales Teams and Support.
OBJECTIVES
- Know what CFOs and other Executives look for in a value proposition
- How to demonstrate the operational and financial benefits of your proposal
- The 4 things you MUST include in any value proposition
- How to respond to and anticipate the difficult questions from the client CXOs
- Practice and improve your value proposition with a real CFO prior to meeting with the real Client CXOs
WHAT MAKES US DIFFERENT
Our workshops are conducted exclusively by an Executive who has had the responsibility for investment decision making at large corporations, similar to the Client Executives your sales teams will face.
