To earn the badge an individual must score 70% on a 1-hour live role-play testing the individual’s ability build customer-centric relationships, understand customers’ pain points, deliver effective solutions, and overcome buyer objections by making appropriate trades rather than conceding. Most individuals participate in 60+ hours of course materials (in-person training, online self-paced courses, practice exercises and coaching sessions) in preparation for the exam. Many of the participants must conduct the role-play in front of a board of supervisors (usually 3 to 5 senior leaders).

• Score a 70% or higher on a 1-hour live role play.
• Complete ~ 60 hours of in-class, virtual classroom, online courses, practice exercises and coaching sessions.
• Demonstrate competency with understanding the selling story, customer pain points, alignment of customer and supplier objectives, using facts to sell through objections and secure equitable trades rather than conceding.