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Decision Base™: C-Level Selling
Develop lucrative selling relationships with C-Level Executives
 Program Benefits
Decision Base™: C-Level Selling, from Celemi, gives sales professionals the enhanced understanding of executive-level challenges that enables them to sell effectively to top decision-makers. Most sales professionals agree that the highest value opportunities come from selling at the top -- the C-Level. This simulation requires salespeople to "stand in the shoes of executives" and experience the business challenges their customers face, thereby building the skills, confidence, and credibility to develop meaningful relationships with C-Level Executives. Designed for experienced sales and marketing team members, Decision Base is a compelling, hands-on simulation that is a guide to business economics, a competition in business strategy, and a lesson in decision-making. It gives your sales team a "big picture" understanding of the way your customers' businesses operate, a deep appreciation of the challenges your customers face in their jobs, and a greater ability to "speak your customers' language".
After experiencing Decision Base, your entire sales organization will be able to:
- sell higher and close larger, more lucrative deals
- sell above your competition
- gain immediate credibility with C-Level Executives
- effectively identify C-Level Executives' critical needs
- understand how and why C-Level Executives make the decisions that maximize ROI
- position your company's value in terms of solutions to issues that C-Level Executives face
- improve their own decision-making based on a better understanding of your organization's business economics
Program Description
Decision Base is an intensive simulation during which participants manage a company over a simulated 10-year period, constructing business cases using the same financial and operational metrics faced by C-Level Executives. The simulated company is struggling to survive in a highly competitive marketplace, and participants are required to manage the strategic, operational, and financial variables that will help it lower costs and penetrate new markets. Participants learn how money flows through a company, develop profit and loss statements and balance sheets, invest in new markets, and manage a variety of other expenses. The simulation fosters spontaneous interaction between team members as they discover the interrelated nature of business functions, and how financial actions in one part of a company impact operations overall.
By the end of the simulation, participants will have learned how vital liquidity and investment planning are to overall operations; and the interrelated nature of R&D, Marketing, and Sales. They will have improved their strategic thinking and financial competency, and have experienced the same issues faced by C-Level Executives. By "standing in the shoes of executives" -- making the strategic decisions that maximize ROI and managing the effects of those decisions -- participants will have gained a new awareness of the financial issues that impact C-Level Executive decisions, and ways they can leverage that awareness to develop lucrative, high-level selling relationships.
Implementation/Customization
Decision Base is a two-day simulation typically comprised of 16-24 participants divided into 4-6 teams. Implementation components include tabletop board simulators, Business Decision books, and lecture. Exercises and debriefing can be customized to your company and customers.
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Learn how Microsoft used Decision Base to give managers a better understanding of business culture and “what keeps an executive awake at night.” |
>Printable PDF version
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