At the end of this workshop, your key account sales teams will:

• Speak the financial language used by executive decision-makers

• Be able to read and interpret their customers’ financial reports

• Know how their customers measure financial success – sales growth, cost reduction, profit growth, asset management, return on investment, and cash flow

• Understand the most critical financial issues and needs their customers are facing today

• Be able to identify the your company products, programs, and services that help customers meet their financial needs

• Have a list of the financial needs of their most important customers, and a list of your company products that meet those needs

• Understand the cost-benefit and capital investment analysis methods used to evaluate your products and programs

• Be able to identify the most critical financial needs of their customers in the future and how your company products, programs, and services can help meet those needs

• Get financial managers to support their product proposals

• Confidently present compelling financial reasons for buying your company products to executives who are as much concerned with business and financial issues as with technical issues