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We help sales professionals engage executives effectively by providing them with an entirely new framework for their sales efforts — a framework built on an understanding of how value is created. Combining our own global executive research with data from select executives identified by you, we train your reps on what executives believe are the essential components for salespeople to be credible and to gain executive access and ensure maximum relevancy.
In each training for customer understanding that we design, we focus on these core capabilities:
- Understand the mindset and expectations of the executive customer
- Establish and build credibility with key executives
- Understand when key executives are involved in the buying cycle
- Master an effective model for an executive-focused sales strategy
- Examine and assess gaps in the reps skills
- Successfully partner with above- and below-the-gap customers
- Understand why it’s essential to call on all organizational levels in each customer account
- Increase the strategic relevance for their products and services
- Create a specific account plan for the highest-potential prospect
Every training program is created in partnership with you for unparalleled relevance.