DESCRIPTION

Finance for Strategic Account Managers provides the financial analysis tools essential to enable account managers and sales professionals to demonstrate the impact of products and services on their customer’s critical financial and strategic results.

This program also helps sales professionals to create relationships with financially-oriented customers, particularly CFOs and to formulate and communicate value creation messages than can be quantified in the customer's own financial terms.

KEY TOPICS

• Five critical steps of Selling Value Over Price (SVOP)
• Understanding customer’s financials
• Total Cost of Ownership (TCO) and Total Value Opportunity (TVO) Principles
• Reaching the Value Buyers and Advancing the Value sale

METHODS AND TOOLS

• Analysis exercises to understand customer’s financial structure and industry benchmarks
• Financial Value Mapping tool, exercise and application
• Case studies, based on industry conditions
• Customer network mapping tools
• Financial Value selling objection clinic
• Pro-forma financial value creation worksheets

OUTCOMES, Participants will:

• Analyze their own products and services for customer financial value impact
• Understand and apply the techniques for calculating financial impact of products and services on customers’ financials
• Identify and build relationships with the right value buyers within the customer’s organization
• Formulate and communicate value-based offers to customers
• Address customer resistance to value-based proposals and close sales
• Establish actions to ensure that customers capture the financial value opportunity

PARTICIPANTS

• Sales Professionals, Account Managers and Marketing Managers

PROGRAM LENGTH

• Two days with pre-workshop data gathering and follow-up after the workshop