Selling Business Value in the Verticals™

Develop a comprehensive strategic plan focused on your customer’s specific marketplace with the goal of closing large opportunities and increasing revenue.

On-site Program

Selling Business Value in the Verticals was created for global teams to focus on the business issues and financial metrics of a specific industry and their global customer. It subsequently was expanded to include any vertically aligned team or group of sales reps. You will develop a comprehensive strategic plan focused on your customer’s specific marketplace with the goal of closing large opportunities and increasing revenue.

Who

Global or National Account Teams or vertically aligned sales teams

Overview

For two days, a former industry executive guides the team through advanced skills and strategies for turning your business based value proposition into an industry and customer specific Statement of Business Value that directly links the customer’s dysfunctional process to its business performance. You will then show through the use of customized software (The Financial Analysis Model) the financial impact of your solution. Some of these industries include:

  • Financial Services
  • Telecom
  • Retail
  • Manufacturing
  • Health Care
  • Professional Services
  • Pharmaceutical

Objectives

  • Gain insight into industry and client business trends, goals, strategies and issues by analyzing public information and conducting consultative customer meetings
  • Understand the fundamentals of finance particular to the specific industry
  • Identify client business processes that may be “broken” or operating “sub-optimally” by effectively analyzing appropriate primary and secondary research
  • Recognize the linkage of these business processes to the client’s non-financial and financial key performance indicators (KPI)
  • Understand how this linkage can be leveraged and utilized to win large deals
  • Exploit the benchmarking of your client’s financial and non-financial key performance indicators against industry standards and competitors
  • Develop and articulate a client specific value proposition that utilizes relevant industry and client knowledge to demonstrate the financial and strategic value of your solution
  • Become comfortable transferring the focus of executive meetings from technology to business discussions

Customize Selling Business Value in Vertical Markets

Kirby & Associates will customize the Selling Business Value in Vertical Markets. Learn more about our customization process.

What Our Clients Are Saying

“I felt our objectives were met completely, including: raising the sales team's financial acumen knowledge, expanding the team's understanding of the global account’s investment evaluation criteria, raising executive dialogue skills, translating 4 strategic initiatives’ value propositions into financial propositions, and gaining your (the executive leader) feedback as a senior LOB executive.”

“I am confident the team's skills and the value proposition quality have both been raised as a result of our session.”

“Your industry specific preparation and study was very effective –giving the team your perspective on our customer’s YOY financial results, ratios, and trends; on the corporate strategic initiatives, and KPIs.”