SAMA Academy Online
102. Buyer’s Perspective / Elevate Value Skills

03/19/2018 - 03/29/2018

This online course is the equivalent of the SAMA Academy course 102. Buyer’s Perspective. The online version is titled Elevate Value Skills. CSAM candidates may take this online course in place of the in-person presentations available at SAMA Academies.

Each week there will be a series of self-guided video modules to watch and a simulation to be completed whenever it is convenient for the attendee. At the end of the week, on November 10th and 17th, there will be a 2 hour online workshop led by a procurement executive. Once you’ve registered for the course you will be contacted to schedule your online workshop. (There will be a morning and afternoon session on each Friday to accommodate schedules. Attendees only need to attend one).

Executive buyers value business conversations four times more than product conversations

When selling to executive buyers, they don’t just want you to understand their business, they demand it.

Unfortunately for c-level executive buyers (and sellers), relevant business conversations aren’t what they’re getting. While executives say 88 percent of salespeople are knowledgeable about their products and services, only 24 percent of sellers demonstrate thorough understanding of their business issues. That kind of disconnect is a prescription for too many stalled deals at the proposal stage.

Build a business case to gain executive buy-in.

To Elevate Value in your conversations, you need to give buyers a compelling business reason to change now, and a meaningful business case to help them justify that decision. By taking this course with Corporate Visions, your team can get the messages, content, and skills rooted in decision science to tell a business impact story that connects your value to your executive buyers’ business initiatives. That means smarter, more justifiable proposals, faster closes, and fewer stuck deals.

Attendees can expect to learn how to:
  • Find and interpret account information to identify areas of greatest impact
  • Translate financial data and trends to identify selling opportunities
  • Align your business value with your customer's prioritized initiatives
  • Quantify your value using financial metrics meaningful to your customer’s decision makers

*Attendees need to attend all of the instructor led training in order to earn credit towards CSAM via this course.

If you have any questions about registration, please email registration@strategicaccounts.org or call 312-251-3131 ext 0

 


Pricing

Per Person

Corporate Member $1690
Individual Member $1790
Non-Member $2090
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