Pillar 1 - Understand Your Customer
To meet customer demand for business
improvement and return on investment, today’s world-class sales
forces first learn all they can about the customer’s business,
challenges, and priorities. The discussions that flow from this
understanding reflect the mindset not of a salesperson, but of a
businessperson who sells.
Customer Mindsets
Deepen your
ability to engage in meaningful business
conversations with customers by understanding the process and
context for how companies make purchasing decisions.
Program
Overview |
Program Flow
Customer Simulations
Lock in
your understanding of your customers' business needs
and challenges by running streamlined versions of their businesses
from the executive’s seat. View
Customer List
Building Value
Develop your
awareness about how executives think and how to
have strategic conversations with them during a sales call.
Program
Overview |
Program Flow
Researching Your Customer
Deepen your understanding of how to quickly and effectively
research your customers’ strategic and financial priorities.