Business Acumen for Sales Professionals™
There may have been a time when a salesperson simply needed to “know the product” in order to succeed. That time is no more. Today’s sales professional must understand their prospective client’s business in order to effectively communicate how their own products and services can add measurable business value. This program will empower your team with a broad understanding of corporate economics, how business success is measured, how companies make investment decisions, as well as the language used by business managers and executives.
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- Understand the basics of corporate economics looking at the roles of each functional department as well as corporate cause-and-effect between them.
- Speak the language of business by becoming familiar with the vernacular used by finance, operations, sales, IT, and executive management.
- Understand basic financial statements and quickly determine where you can add economic value.
- Ask the right questions to gain insight and understanding of the business challenges your perspective clients are facing and would like to overcome.
- Reveal and illuminate business problems or disparities that your product and services solutions can impact.
- Create and use a return-on-invest (ROI) projection to support the financial justification process.
- Articulate a potential solution in terms of business value to the client.
- Tie the functional capabilities of your solutions to the achievement of your client’s business goals.
- Deliver and present a complete value proposition consistent with your prospective client’s business goals and objectives.
- Position yourself as a trusted business advisor worthy of selling to and partnering with executive management.
. . . and much more!
- Workshop Agenda
Workshop Agenda
Two-Day Format
- Delivery Options
Delivery Options
OnSite Workshop
This program can be delivered either as a one or two-day onsite workshop depending on how much “how to” sales instruction is blended in. Some highly experienced teams simply need to better understand how business works and how success is measured, while other teams may need more help applying this knowledge in active sales opportunities and turning understanding into action. We will work with you to determine which approach would be best suited for your sales team.Web Workshop Series
This program can be delivered as a series of eight (8) one-hour Web Workshops (web conferences) to groups of any size once a month, once a week, or at a rate that fits your learning goals and objectives. This can be an ideal approach for sales teams or companies with a distributed sales force who want a highly-interactive and ongoing sales training program but are trying to avoid the expense of
travel or time out of the field.