Overview:

This course provides an introduction to Selling Business Outcomes. It is intended for Individuals who are involved in the role of a partner account manager and are responsible for selling Cisco technology solutions to customers. The intent of the course is to provide Individuals with the core knowledge and skills needed to understand the customer business context, define technology solutions that are aligned with business requirements and ultimately drive specific business outcomes and business value Throughout this course Individuals will have the opportunity to apply what they learn to real-life business scenarios through guided exercises and challenge questions at the end of each lesson. Where applicable, course content is presented in the context of actual business outcomes sales scenarios. Ancillary materials are provided to enable Individuals to successfully define technology solutions that drive business outcomes in their everyday job role.

Objectives:

  • After completing this course you should 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

Content:

  • The Business Outcomes Sales Approach
  • Aligning Business Outcomes to the Customer Business Context
  • Cisco Service Solutions Across Industry Verticals
  • Business Outcomes and Opportunities from Emerging Technology
  • Customer Decision Makers, Influencers, and Expectations
  • Determining the Financial Value of Business Outcomes Sales
  • Communicating the Business Outcomes Story to the Customer

Global Knowledge is the worldwide leader in IT and business skills training. They deliver via training centers, private facilities, and the Internet, enabling their customers to choose when, where, and how they want to receive training programs and learning services.

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