Outline detalhado do curso
Day 1: !Cisco Selling Business Outcomes (OUTCOMES)
- Module 1: The Business Outcomes Sales Approach
- Module 2: Aligning Business Outcomes to the Customer Business Context
- Module 3: Sales Opportunities and Outcomes across Industry Verticals
- Module 4: Identifying Business Outcomes from Emerging Technology
- Module 5: Cisco Solutions and Their Impact on Business Outcomes Sales
- Module 6: Identifying Customer Decision Makers, Influencers, and Expectations
- Module 7: Determining the Financial Returns of Business Outcomes
- Module 8: Communicating the Business Outcomes Story to the Customer
Days 2-3: !Applying Cisco Specialized Business Value Analysis Skills (BTASBVA)
- Module 1: Business Outcomes Selling Concepts
- Module 2: Business Context and Requirements
- Module 3: Customer Requirements and Desired Outcomes
- Module 4: Outcomes and Solution Recommendations
- Module 5: Business Case
- Module 6: Implementation Roadmap
- Module 7: Realizing Business Value
Days 4-5: !Executing Cisco Advanced Business Value Analysis and Design Techniques (BTEABVD)
- Module 1: Cisco Integrated Sales Process
- Module 2: Industry Exposure and Solution Marketing
- Module 3: Account Team Exposure
- Module 4: Customer Exposure
- Module 5: Customer Discovery
- Module 6: Identify and Design
- Module 7: Offer and Accept
- Module 8: Proof of Value
- Module 9: Production Deployment
- Module 10: Realize and Validate Customer Value
- Module 11: Wrap Up and Next Steps