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