The Executives’ World

What is the role of the executive and how are executives evaluated and compensated?

Key to the Call

Learn to quickly read customers’ key financial documents prior to the sales call.  Learn which documents should be read and where to locate these key documents. Also, learn how to identify the customer’s important issues and strategic goals.

Business Blueprint

Gain an in-depth understanding of how businesses are built.

Income Statement Infrastructure

Understanding profit and loss.

Balance Sheet Basics

How companies manage what they own vs. what they owe.

Finding Those Financial Opportunities

What is the relationship between the Income Statement and the Balance Sheet? Where can one find opportunities in my customer’s financials?

Measuring Up

What financial measurements do executives care about?  How does one measure a customer’s profitability?  How does one compare a company against its competitors?

Positioning for Success

How do customers evaluate and prioritize their projects?  How does one position one’s proposal for optimal success?

Public vs. Private

How to gather relevant information from a privately held company, and how to use a competitor to develop industry benchmarking.

Guaranteeing Your Return on Investment

What are the methods used for ROI?  How to position a proposal as an investment that meets the financial objectives of the customer.

Financing Finesse

Understand the different financing options, external and internal.  How can a sales solution impact a customer’s cash position?  When is leasing a good business decision and how to use financing to “close the sale.”

When Minutes Count

How to conduct a strategic meeting and stay away from the technology discussion and keep them engaged.  What questions to ask the executive to show an understanding of his or her company’s business issues? How to link a sales