Executive Conversations
Contact Executive Conversation, Inc.
Business and Financial
Acumen Sales Training
Executive Conversation works with sales and marketing organizations to:
- Sell and position the business value of their solutions
- Engage customer executives and business decision makers
- Team with customers to financially justify investment in their solutions
While most sales training is delivered from a ‘sellers’ perspective, clients around the world choose Executive Conversation for our curriculum’s unique buyer's side perspective. Our blended learning framework was developed by executives for selling to executives.
Structured Learning Framework
Our learning plans are specifically designed to help teams build the 5 Chief Competencies for selling solution business value:
- Business Knowledge—Ability to understand a customer’s operational model and the macro economic factors impacting financial performance.
- Customer Insight—Ability to gain the account insight required to identify new opportunities and align with strategic customer initiatives.
- Financial Acumen—Ability to interpret financial trends and analyze customer financial performance to pinpoint need.
- Return on Investment—Ability to quantify the financial impact of investing in your solutions using customer meaningful metrics.
- Executive Engagement—Ability to provoke business curiosity, build relationships and sell to business decision makers
Why Clients Choose Executive Conversation
Measurable Results.
We team with you to tailor workshops and learning plans around actual accounts, opportunities and solutions to provide considerably more definitive performance measurement than traditional ‘case study’ based training.
Role Relevant Learning Plans.
Available standalone, blended and customized to complement your initiatives, our leader-led and self-paced training solutions have been specifically developed for roles and responsibilities within your organization:
- Business to Business Sales
- Manager Coaches
- Public Sector Sales (i.e. Higher Ed, Dept. of Defense)
- Channel Performance
- Key Account Teams
- Solution-specific Sales (i.e. New product launch)
Buyer’s Perspective.
In contrast to traditional seller-oriented training, we empower organizations with the competence required to sell the way executives buy. The acclaimed Consulting Executives– experienced and proven CEOs/CFOs/COOs from Global 2000 organizations who have spent careers as decision-makers on the buyer’s side – who deliver our programs share their insights into the executive mindset on how investment decisions are made.
Multiple Delivery Modalities.
To best align with your schedule, budget and region, we offer modalities of:
Multi-Lingual Content, Delivery and Support.
With local language delivery, content and support available in English, Spanish, French, German, Japanese and Mandarin, our programs are best know for their demonstrated ability to deliver culturally appropriate, measurable results worldwide.
Professional Instructional Design.
We work with your team to customize learning experiences that integrate with your existing processes, initiatives, other training and metrics.
Know it Now™ Online Learning Award winning financial and executive selling skills development
Enabling you to match a learning plan with the roles and responsibilities at each level within your organization, Know it Now delivers fast-paced, substantive learning for improving sales performance. Accessible from any Internet-enabled location, Know it Now may be quickly deployed to a global team with minimal time out-of-field disruption and no travel costs.
The Value of Selling from a Buyer’s Perspective
What executive buyers care most about is how your solution can improve their business performance: Decrease costs, increase gross margin or improve cash flow. Know it Now empowers your team to:
- More fluently speak the language of executives and understand their perspective
- Improve access to executive buyers
- Strengthen credibility and confidence in engaging decision makers
- Present business proposals linked to measurable financial returns
- Find and interpret financial and market data to identify selling opportunities
Learning Framework Components
The complete curriculum is conveniently available, 24x7, in a single location: The Know it Now learning portal. Adhering to a 'learn by doing' instructional philosophy, components include:
- Executive Selling Assessment to evaluate your team’s individual and collective proficiency in the 5 Chief Competencies for selling solution business value.
- Courseware that may be used standalone or blended to enrich other skills development initiatives.
- Performance Simulations integrated for applying new sales skills in realistic, avatar-based scenarios that complement the courseware.
- Manager Coaching Kits that provide step-by-step guidance to convert time-strapped managers into pivotal players for helping teams employ new skills in the field.
