As business becomes even more financial-results driven and managers feel greater pressure to meet challenging objectives, Strategic Account Managers can enhance their strategic partnership relationship with their customers by demonstrating a solid understanding of the customer's financial strategy and situation. It's all about being "financially savvy" -- making the effort to analyze the customer's financial results and providing new insights on how to improve the customer's business performance.
In this presentation, you will learn about a number of important financial analyses, including:
- Benchmarking the financial results of multiple customers, which can provide insights regarding how to help customers improve their financial results;
- Identifying how your products and services can impact the financial results of customers and be used to effectively ‘sell financial value' to key customers;
- Identifying the key executive (CXO) most likely to be concerned with specific financial metrics (called Operational Indicators) and how to position the potential value of your products and services in terms of their impact on the financial metrics;
A preview of the Financial Savvy for Strategic Account Managers presentation is located above.
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