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Selling Value to the CXO: Aligning With Customer Business Priorities
Author: James Melillo, Executive Conversation
Presentation Handout | April 25, 2010
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. You will learn: * How executives influence corporate investment * The impact of finance on the customer's buying cycle * Insight into financial metrics used by executives to orient decision making * Ways to link your solutions to executive-level business issues at your customer's company * How to 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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