Course outline

Selling Business Outcomes

Categories: Cisco, Guaranteed To Run™

Duration: 1 day

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.

  • After completing this course you should be able to:
  • Explain the tenets, principles and approach to businessoutcomes sales
  • Articulate the customer environment for purchasing and adoptingtechnology solutions
  • Describe opportunities for sales revenue and customer impactacross industry verticals
  • Discuss critical success factors and key performance indicators forbusiness outcomes sales
  • Identify key customer decision makers, influencers, andExpectations
  • Explain the financial drivers that impact business outcomes sales
  • Prepare a customer focused action plan and business outcomesstory
  • Attendees should meet the following prerequisites:
  • Understand the Basics of selling
  • Have a Fundamental knowledge of technology solutions
  • Have a high degree of interaction with business stakeholders

This training is intended for individuals in sales roles, including Account Managers, Sales Specialists and System Engineers within Cisco and its Channel Partner companies.

The Business Outcomes Sales Approach

  • The Business Outcomes Sales Approach
  • The Cisco Approach to Business Outcomes Sales
  • The Business Outcomes Sales Role

Aligning Business Outcomes to the Customer Business Context

  • The Customer Value Proposition and Value Chain
  • Critical Success Factors (CSFs), Key Performance Indicators (KPIs), and Success Metrics in Business Outcomes Sales
  • Customer Business Requirements and Business Outcomes Sales
  • Articulating the Customer Business Context

Cisco Service Solutions Across Industry Verticals

  • Overview of Industry Verticals
  • Cisco Scenario Examples for Industry Verticals

Business Outcomes and Opportunities from Emerging Technology

  • Current and Emerging Technology Trends
  • Business Outcomes Opportunities from Emerging Technology and Services

Customer Decision Makers, Influencers, and Expectations

  • Stakeholder Management
  • Customer Relationship Management
  • Communication and Negotiation

Determining the Financial Value of Business Outcomes Sales

  • Financial Considerations for Business Outcomes Sales
  • Licensing and Consumption Considerations
  • Financial Value and Benefits of Business Outcomes Sales

Communicating the Business Outcomes Story to the Customer

  • Cisco Enablement Resources
  • Presenting the Business Outcomes Story

Feel free to contact us, if you want to know the price and location of this course. A Digital Revolver representative will contact you shortly to help you with your inquiry.
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  • Guaranteed to Run™. This ensures you will attend the instructor led class or live online class you want as scheduled without any disruptive cancellations*. You book the training you need, get back to focusing on your job and are sure your training requirements will be met saving time, money and ensuring peace of mind.
  • This schedule icon the schedule indicates that this date/time will be conducted as Instructor Led Training (ILT) or a Virtual Instructor Led Training (VILT) depending on the indicated class availablity.
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