• Give your company’s key account managers powerful financial expertise to:

• know what to say to customer executives who are concerned with profit, return on investment, and cash flow

• achieve your company enterprise selling strategy

• build strong relationships with executive decision-makers in key accounts

• enhance long-term strategic partnerships with key accounts

Receive all of the above and more through our workshop SELLING FINANCIAL BENEFITS TO KEY ACCOUNTS - Giving Executive Decision-Makers Financial Reasons to Buy your products.

The economy is growing slowly. At the same time shareholders are demanding growth in sales and profit, and punishing companies that don’t generate these.

Consolidation in industries you serve means fewer, more knowledgeable, and more powerful customers. Industry leaders are aggressively reducing the number of suppliers and giving more business to companies they know and trust. Major suppliers, undoubtedly including your competitors, are actively building strong relationships with executive decision-makers in major customers

As executive decision-makers move from a solely technical to a technical and financial evaluation of products they want your account managers to speak the financial language they speak and understand their financial results and needs. They want presentations that show how your company’s products, programs, and services help meet their needs for sales growth, profit growth, return on investment, and cash flow.

Selling Financial Benefits to Key Accounts is a unique results-driven workshop for key account sales managers and teams who must have the financial knowledge to:

• speak in terms of financial results that are critically important – sales growth, cost reduction, asset management, return on investment, and cash flow

• understand their customers’ financial results and needs

• understand their customers cost–benefit evaluation methods

• know how your company’s products, programs, and services provide financial benefits for those customers

• present compelling financial reasons to buy your company products

The focus of our workshop is on using your customers’ cost-benefit and capital investment analysis methods to evaluate the financial returns on your products, linking the returns to the customers’ financial needs, and developing effective presentations for executive decision-makers who require sound financial justification.

These workshops would be tailored for your company’s product and markets, and would be built around your company’s competitive strategies, selling tactics, and on-going sales training programs