Financial skills for account managers

A major IT supplier wanted to raise the capacity and skill of its senior sales executives and highlight critical leverage points in the sales process.

Our programme gave account managers practical experience of preparing for a major pitch and presenting to senior executives from a high-profile prospective client (role-played by our acting team).  The intention was to enable senior account executives to position IT value propositions in terms that communicated powerfully with finance directors and business managers, as well as their IT counterparts.