Filled with insights about selling to executives, Building Value helps sales professionals understand how executives think. By exploring how value is created, participants develop a whole new framework for their sales efforts. This program is based on extensive, current research The Real Learning Company conducts with executives nationwide and incorporates data from a select group of executives identified by the client organization.

This program is customized and tied to real prospects/accounts. The first half of the program focuses on data collected from key executives specific to each custom implementation and discusses how to create strategic relevance for those individuals. Building Value builds on existing skills in presentation, questioning, strategic selling, and coaching.


Building Value helps salespeople:

  • Understand at what points their customers’ key executives are involved in the sales cycle
  • Build credibility with the key executives in their own accounts
  • Partner effectively at all levels of their target customers and discover any gaps in their skills
  • Determine exactly what their target customers' executives expect of them
  • Master an easy-to-remember model for assessing, planning, and coaching an executive-focused sales strategy
  • Understand why it is essential to call at all levels in their targeted accounts
  • Increase their strategic relevance in those accounts
  • Create a specific account plan for their highest-potential prospect


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Benefits | Description | Audience | Customization