Selling Business Outcomes (OUTCOMES) 1.1

Prerequisites

No Prerequisites

Course Content

The course builds core knowledge and abilities for selling technology services and solutions with a business outcome focus. This 6-hour self-study course enables sellers to:

Better understand the customer business context

Identify how technology solutions can be positioned to meet customer-defined needs or business

outcomes

Generate increased opportunity pipeline, revenue and profit for Cisco and / or Channel Partners

Guided exercises, examples and scenarios allow participants to apply acquired knowledge and skills. Challenge questions appear at the end of each lesson.

Upon completion of this course, you will be able to:

Explain the tenets, principles, and approach to business outcomes sales

Articulate the customer environment for purchasing and adopting technology solutions

Describe opportunities for sales revenue and customer impact across industry verticals

Discuss critical success factors and key performance indicators for business outcomes sales

Identify key customer decision makers, influencers, and expectations

Explain the financial drivers that impact business outcomes sales

Prepare a customer focused action plan and business outcomes story

Module 7: Communicating the Business Outcomes Story to the Customer

Course Outline :: Selling Business Outcomes (OUTCOMES) 1.1 ::

Who Should Attend

Channel Partner Account Managers

Channel Partner Sales Specialists

Channel Partner System Engineers

Employee Account Managers

Employee Sales Specialists

Employee System Engineers

Associated Certifications

Cisco Business Value Specialist

Programme scope, delivery arrangements and suitability are confirmed during enquiry.