Executive Conversation Announces Industry’s First Build-It Tool

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Helps clients build business cases for learning initiatives.

Executive Conversation, a global sales consultancy and provider of business acumen training, today announced availability of the industry’s very first Build-Your-Own training tool.

To help tackle a key hurdle that every learning and development professional confronts - successfully building business cases to fund their initiatives – the tool guides individuals through the process.

“Build-it is our answer to customers who are telling us it’s all about business performance,” said Suzanne Sheppard, CEO of Executive Conversation. “They want a direct link between their training investments and their business priorities.”

Making the Case for Business and Financial Acumen
Build-it is predicated on the belief that business oriented sales professionals propose and deliver better business outcomes to their prospects and customers. They also make smarter decisions which help their own organizations more quickly achieve their business goals.

A natural extension of Executive Conversation’s flex approach to curriculum design, the tool steps users through defining key inputs that lead to a personalized output. The tool produces a dynamically generated report, ready for sharing with internal leadership, that:

  •     Demonstrates how proposed learning solutions directly resolve specific field sales organization challenges while addressing organizational priorities.
  •     Recognizes role relevant development, from Enterprise sellers responsible for calling on senior leadership of one or a few companies, to Territory sellers who manage a high number of accounts.
  •     Provides role-specific benchmark profiles to assess current team skill levels relative to industry norms, and serve as a starting point to track progress.

Role Relevant Flexibility
Output from the tool serves as the first step in designing role relevant learning plans utilizing Executive Conversation’s modular framework of customizable components.

The tool addresses seller variables such as the amount of available time per account, their area of focus, and the target buyer’s expectations of the seller’s knowledge. For example, should a customer prioritize margin improvement, the specific skills needed to align with such an initiative.

The “build your own” tool is being made freely available to client and pre-clients at conversation.com.

About Executive Conversation
Executive Conversation, Inc. works with sales organizations to build business acumen for effectively engaging and selling to customer executives. Customers around the world choose Executive Conversation for our demonstrated ability to deliver training solutions that help them achieve their business objectives. Our framework integrates learning, via online and face-to-face executive-led instruction; application, via performance simulations, engaging with our Consulting Executives, and on-the-job application plans; and measurement, via assessments to track skills development. Tailored for sales managers, account managers, channel managers, and those selling to public-sector organizations, our solutions are conveniently available in three ways: online executive-led workshops; online self-paced Know it Now learning; and face-to-face, executive-led workshops, which have been delivered in over 60 countries and are available in seven languages. Executive Conversation is headquartered in Seattle, Washington, with regional headquarters in London and Singapore.

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Eric Beckman

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