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Selling Business Outcomes

////Selling Business Outcomes

Selling Business Outcomes

Course ID: OUTCOMES 1 Day
   

Selling Business Outcomes

Overview

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:

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

  • 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

Description

AUDIENCE

Sales

CERTIFICATION

EXAM

INVESTMENT

Instructor-led / Virtual Instructor-led

Singapore: Upon Request
Thailand: THB15,000
India: Upon Request

PREREQUISITES

The knowledge and skills that a learner should possess before attending this course are as follows:

  • Basics of selling
  • Fundamental knowledge of technology solutions
  • Up to 2 years of working with a Cisco Channel Partner
  • High degree of interaction with business stakeholders
  • Experienced individuals who are re-certifying their CSE requirements

OBJECTIVES

The course contains these components:

  • 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

COURSE CONTENT

Module 1: -The Business Outcomes Sales Approach

Module 2: Aligning Business Outcomes to the Customer Business Context

Module 3: Cisco Service Solutions Across Industry Verticals

Module 4: Business Outcomes and Opportunities from Emerging Technology

Module 5: Customer Decision Makers, Influencers, and Expectations

Module 6: Determining the Financial Value of Business Outcomes Sales

Module 7: Communicating the Business Outcomes Story to the Customer

What’s Next

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