Dynamic Executive Conversations

Securing senior management support within partners enables channel sales people to establish credibility and gain commitment from partners. Dynamic Executive Conversations is a unique training program, aimed at providing channel sales people with a set of business skills that enable them to present a business-based value proposition to executive-level management, and build stronger, more successful channel relationships.

Program Objectives

At the end of this program you will know how to:

• Use language that will engage partner executives
• Establish credibility and build rapport with senior executives
• Identify critical business success factors for partner executives
• Deliver a compelling value proposition for partner executives
• Feel more confident and comfortable with senior partner management

Who should attend?

Channel sales people who look after large resellers an/or business partners, and need to engage with senior management within their channel and build multi-level business relationships, in order to achieve their sales objectives.

Program Outline

• Drivers and motivators of executive-level decision makers
• Basic principles of finance and accounting in business
• Understanding the language of executive management
• Rapport building with senior management
• Adopting a consultative sales approach
• Identifying critical business success factors & developing customer insight
• Understanding the key elements of influencing executive decision making
• Outlining a sales strategy that's tied to your customer's business objective
• Developing business-based proposals
• Presenting your value proposition in a persuasive and compelling manner
• Communicating with executive-level buyers with confidence and credibility
• Digital video analysis of personal presentation style (optional)

No. of participants: Ideally 6-12
Duration: 1 or 2 days (depending on whether or not video is used)

This program is completely tailored around your particular organisation, and uses real partner & channel scenarios based around your products, competitors, and market position. We provide a unique learning experience that comes from our knowledge of the industry and the problems you face. Consequently, the material covered is of particular relevance to your channel, and can be used the next day to increase your effectiveness.