Overview:

This module focuses on determining the Business Issues of your customer. Business issues affect the customer’s profitability and this course will help you determine which executive owns the resolution to the various issues. Knowing how to link your product or service to resolving their business issues will get you the ear of the relevant executives.

Learning Outcomes:

• Be able to determine your customer’s Business Issues
• Understand how to discover the executive owner of the resolution of the Business Issue
• Know how to position your product or service with an executive
• Understand how to build credibility with senior executives
• Understand the motivation of executives

Who this course is for:

This course is for sales people and sales managers who want to engage in campaigns and dialog that relate their offerings to their customer’s key business metrics. This course is designed to help sales professional engage with customer executives in a business focused dialog.

Benefits to you:

Gain credibility by engaging with your customer’s executives, and sell solutions an order of magnitude larger by helping to solve the customer’s business issue.

Benefits to your organization:

Having your sales people resolve your customer’s business issues produces larger deals quicker, as your sales people are dealing directly with the ultimate decision makers.