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Our Business Acumen for Direct Sales two-day program teaches vendor direct sales and pre-sales teams the fundamental business skills required to credibly engage at a senior management level.

Participants learn:

• How C-Level executives measure the performance of their businesses.
• How companies make investment decisions and establish project hurdle rates.
• The financial metrics used by CFOs to measure a project's financial returns.
• How to build a credible financial business case that will withstand CFO scrutiny.
• How to conduct business case risk and sensitivity analysis.
• How to present the business impact of important non-financial benefits.

Frequent key benefits of this program include:

• Shorter sales cycles - a sales proposal supported by a credible and compelling business case captures the attention of top decision-makers.
• Improved win rates - being able to quantify the business value of a proposed initiative in terms of return-on-investment positions your company ahead of the competition.
• Better margins - an ability to demonstrate a significant return-on-investment takes the focus off price.
• Greater access to key decision-makers - sales professionals who understand a client's business, and can truly add value, gain the trust of a company's senior management team.
  
  

This program includes:

• Pre-course reading materials. This provides course participants with a head start when the subject matter is completely new to them.
• Ad-hoc email and telephone support for twelve months following course completion. This helps participants apply their newly acquired skills in day-to-day business activities.
• A one-year license for each participant to use the ROI Advantage^TM business case development software tool. This facilitates the rapid development of business cases in the field.
• Short-term access to a worldwide company database and analyst reports.

Additional services available:

• Additional one-day workshop to focus on specific business case development.
• Writing up and presenting a business case.
• Onsite business case coaching support.
• Customization of course content.
• Customization of the ROI Advantage^TM software tool.