E17 - Why Now: Create urgency with business decision-makers and drive them to decide now, not later
Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers
Level of proficiency: Foundational / Intermediate
Certification eligibility: Yes
Presented by: Corporate Visions Inc. (CVI)
Not advised for those who have previously attended “Buyer’s perspective: Create, communicate and quantify value for CxO impact – E2”. This is a 1 Training Unit portion of the E2 workshop.
Stalled proposals and deals ending in “no decision” are arguably a value communication problem—the result of an inability to create enough urgency, and show enough business impact, to get executive-level prospects to act.
So how do you create a business case for the “why now” moment—when you’re dealing with buyers who might not care how your products and services work, but want to know how you can help them drive business value?
How this affects you?
- Salespeople are not able to express the business change their solution can bring
- Executives see some value in the solution but do not prioritize it among their other initiatives
- Salespeople can’t establish credibility in an executive conversation
What if you could…
- Provide insights to uncover business needs the executive had not considered?
- Quantify their business return on their investment in your offering?
- Discuss strategic initiatives to drive investment urgency in executive decision-makers?