The Business Meeting

During the Business Meeting you will learn how to engage in a conversation that will resonate with your Executive level customer.

On-site Program

Throughout the program, you will apply business strategies and executive expertise to your target account which will serve as a case study. This approach gives you the skills, tools and practical knowledge you can use to bring immediate added value to your clients and additional business opportunities for you.

Who

  • Global, National and Major Account Representatives
  • Managers and Marketing Managers

Overview

Before you arrive at the workshop, you will gather information on an actual target account opportunity. The two or three day workshop is led by a former corporate officer (e.g., CEO, CFO, CIO) who will help you to:

  • Identify your customer’s critical high level strategic and financial issues and their connection to sub-optimum processes
  • Link these identified business issues directly to your solution by creating a business based value proposition
  • Articulate your solution in the “language of business”

This executive serves as the workshop leader, your mentor and "the client" throughout. You will get an in-depth look how your solution will be measured and evaluated by an executive through the application of cash flow terms such as ROI, IRR, NPV, etc. After analyzing your account opportunity, you will apply what you have learned through practicing executive level business meetings.

Objectives

As a result of attending The Business Meeting™ workshop, you will master strategies for developing revenue-generating relationships with executive decision-makers as you learn to:

  • View the customer from a business perspective to identify and solve critical business problems
  • Identify a broader range of sales opportunities based on your research and acquired knowledge
  • Create the business value for your solution through an analysis and application of financial and business information
  • Understand how to maximize the business and financial value of your solution
  • Position your solution as part of a strategic investment that support executive-level needs, such as increased revenue, shorter sales cycles, decreased price discounting, greater customer retention, expanded market share, reduced operating costs, or better inventory control
  • Identify and justify the financial impact of your solution
  • Communicate at appropriate levels using the “Language of Business”

What Our Clients Are Saying

“This is a completely new mode/strategy for me. I found all areas to be extremely important"

“This program taught me how to prepare a more financially sound proposal for my large enterprise customers”

"I found a new way to add value by looking at financials"

“The team exercises hands on application helped the concepts “stick”. The structure of the course was a good balance of lecture and exercises... I was able to stay focused.”

“This was very productive with real content that can be used in many areas of our customer environment.”

Customize the Business Meeting

Kirby, Arnold & Associates will customize the Business Meeting™ to meet your sales team's current challenge. Learn more about our customization process.