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Introduction to Creating & Communicating Value at the CxO Level
Author: Conrad L. Smith, Executive Conversation, Inc.
Presentation Handout | May 15, 2011
Winning over customer executives is crucial for sustaining sales growth at strategic accounts. This session will equip you with strategies to engage executive-level buyers. Learn how to: * Understand how executives influence corporate investment * Gauge the impact of finance on the customer's buying cycle * Identify financial metrics used by executives to orient decision-making * Link your solutions to executive-level business initiatives at your customer's company * Tailor sales strategies, proposals and presentations to focus more on the relevant business and financial issues
Available to SAMA members only
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