Page 16 - SCP Hub

P. 16

CxO / LoB Executive Conversations

Executive Conversations
Facilitator Guide Video’s
Exec Conv. -
Facilitator Guide
o Bridging the GAP from Product Selling to Business Conversations
CXO / LINE-OF- o Whiteboarding Tips
BUSINESS o Sketching Tips – SAP Presales
KNOWLEDGE Buyer’s Perspective: Discover the customer Exec Conv. -
performance issues driving investment in your solutions. Participant Guide
o Buyer’s Perspective - Facilitator Training Tips
o Buyer Perspective – Facilitator Whiteboarding Example
o Creating and Delivering Insights – Brainshark Exec Conv. -
Coaching Playbook
Return On Research: Analyze account information
available to identify points of potential business alignment.
Executive o Return on Research – Facilitator Training Tips
o Return on Research – Facilitator Example
Conversations Money Flow: Translate your solution's capabilities into how
Virtual Workshop your customer makes money
o Money Flow – Facilitator Training Tips
4:1 executives prefer to have business o Money Flow – Facilitator Example
Workshop + Coaching - (VLC conversations over product conversations. o Current Situation, Business Change – Facilitator Tips
2 parts x 120min = 240min) As an executive, here is what I am looking o Current Situation, Business Change – Facilitator Example
for in a conversation…. o Prospect Theory: An Analysis of Decision under Risk (PDF)
o Persuasive Impact of Contrast (PDF) – Concession Psychology
o Competence – demonstrate that you understand o Performance Metrics – Facilitator Tips
my business
o Performance Metrics – Demo Example
o Confidence – to have a business conversation
Economic Justification: Explore how to use customer
o Compelling – you can clearly describe the performance metrics and ROI to justify investment in your
business change and financial impact your solution.
solutions will create o Economic Justification - Facilitator Tips
o Economic Justification - Demo Example

11 12 13 14 15 16 17 18 19 20 21