VEChannel Event Profile

Preparing for the Executive Sales Call

Do we really understand the language and drivers of the Clevel executive? In todays world, sales executive are required to become business partners and prove that they have the expertise and credibility to gain and to maintain access the corner office. In order to effectively sell to executives, we need to understand our prospects business and industry, the issues affecting that industry, and be comfortable with the language they use in their business. Sales people dont need to become financial analysts to be effective. Basic knowledge, skills and tools to identify opportunities are enough to get started. In this webcast, Julie Thomas, President of ValueVision Associates, will address the four areas for preparing for the executive sales call: Investigating the company and industry; Predicting potential business issues and problems in the industry; Preparing questions to confirm those issues during the executive meeting; Executing the meeting with professionalism, credibility and purpose. This webcast will highlight the main areas that a sales executive needs to know to turn financial information into meaningful information to make the executive sales call more effective and profitable. Who Should Attend Sales Executives, Sales Managers, Business Development Managers What Youll Learn Three steps for preparing for the executive sales call Basic business acumen and how to read financial statements How to use market performance trends to identify a prospects business issues How Youll Benefit Begin to develop confidence in conducting a businesslevel conversation Improve business acumen and leverage your knowledge in an effective sales call Move to a new level of selling by being able to apply the process for consistent access to executives What People are Saying about ValueVisions Webcasts "Ms. Thomas did an excellent job of presenting thoughtprovoking methods of meeting our clients needs other than simply making our next sale." Rick Lockhart Caldwell, Esquire, The Lockhart Group "That was by far, one of the best seminars that Ive ever attended." Max Najac, Electric Lightwave, Inc.

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