Sales Engineering Applying Cisco Specialized Business Value Analysis Skills

Applying Cisco Specialized Business Value Analysis Skills

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  • Course Delivery: Virtual Classroom
  • Language: English

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Description

IT industry sales and services professionals encounter customers who accept that major changes in business models, operating processes or technology may be required to greatly improve results. This course provides training on frameworks and techniques useful for diagnosing customer pain points and opportunities, defining solutions to these challenges and gaining customer buy-in for adoption on a broad scale.

This course consists of both ELT and ILT components. There is a preparatory ELT course that provides an overview of outcome-based selling and provides additional knowledge and resources prior to taking the ILT version. There is post-ELT course that summarizes the learning and activities from the ILT and provides additional information for successful outcome-based selling. The ELT will also be accessed during the ILT for additional references, case studies, and templates.

Who should attend

Cisco and Cisco Channel Partner Sales individuals looking to improve their ability to sell Cisco Solutions by understanding the Business requirements of customers undergoing IT transformation.

 

Course Objectives

  • Apply research and customer information to prepare an outcome-based selling strategy
  • Apply Cisco business outcome selling approach from market awareness to solution tracking
  • Interpret a customer business context
  • Determine desired customer outcomes
  • Determine a baseline for measuring improvements
  • Outline a plan for managing IT and Line of Business (LoB) stakeholders across various Cisco sales paths
  • Demonstrate how KPIs and outcome metrics show in financials across two year Cisco Services consumption
  • Prepare an implementation strategy and roadmap for outcome-based selling that involves services, network technology, and industry-focused analytics
  • Explain how a structured communications planning approach enables improved results from complex outcomes-based selling interactions
 

Topics Covered

  • Understanding customer strategies, competitive position and history with IT-enabled change
  • Depicting key elements of a customers strategy and business model
  • Discovering and conveying an understanding of customer pain points and opportunities, as a way to enhance credibility
  • Describing the business relevance of Cisco Architectures and Smart Solutions
  • Refining customer needs and creating high-level, business-focused IT solution designs
  • Preparing a business case that shows investment, costs, benefits and risks
  • Composing an initiative / project roadmap and describing its key success factors
  • Demonstrating how Cisco products, solutions and services provide unique value, in context of the architecture lifecycle and customer conversation framework

Follow On Courses

  • Executing Cisco Advanced Business Value Analysis and Design Techniques (BTEABVD)

Detailed Course Outline

Technology Sales: Context for Success

  • Markets and Customer Buying Trends
  • Sales Approaches: Choices and Impacts
  • Solution- and Outcome-Based Selling: Pictures of Success
  • The Cisco Approach to Outcome-Based Selling

Know the Customer

  • Industry Background and Customer Baseline
  • Business and Technology Strategies
  • Stakeholders and Their Approach to Decision Making and Management
  • Business Model, Operations, and Value Creation
  • Communication and Negotiation

Build the Sales Opportunity

  • Understanding the Desired Customer Outcomes
  • Quantify the Target Results

Enabling Outcomes with Cisco Solutions and Services

  • Cisco Solutions and Services
  • Risks and Mitigation for Outcome-Based Selling

Financial Considerations and Metrics for Outcomes

  • Financial Aspects of Outcomes
  • Case Study: Articulate Financial Considerations and KPIs

Organizational Change and Adoption

  • Pilot and Prototype Approaches in Outcome-Based Selling
  • Organizational Change and Adoption Considerations
  • Case Study: Organizational Change and Adoption

Managing the Post-Sales Process

  • Cisco Enablement Resources
  • Post-Sales Opportunities
  • Case Study: Identify Post-Sales Opportunities

Wrap Up and Next Steps

  • Wrap Up and Next Steps
 

Prerequisites

You should have passed or have knowledge equivalent to that required for the following exams:

  • 810-403 Selling Business Outcomes
 

Subject Matter Expert

Got questions? Contact us below or call 877-881-2235

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