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(BTASBVA) Applying Cisco Specialized Business Value Analysis Skills
Кому следует посетить
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.
Этот курс является частью следующих программ сертификаций:
You should have passed or have knowledge equivalent to that required for the following exams:
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.
Topics covered include:
Technology Sales: Context for Success
Know the Customer
Build the Sales Opportunity
Enabling Outcomes with Cisco Solutions and Services
Financial Considerations and Metrics for Outcomes
Organizational Change and Adoption
Managing the Post-Sales Process
Wrap Up and Next Steps