Sales

SBO - Selling Business Outcomes

course objectives

Upon completing this course, the delegate will be able to meet these overall objectives:
  • Explain the tenets, principle, and approach to business outcomes sales
  • Articulate the customer environment for purchasing and adopting technology solutions
  • Describe opportunities for sales revenue and customer impact across industry verticals
  • Discuss critical success factors and key performance indicators for business outcomes sales
  • Identify key customer decision makers, influencers, and expectations
  • Explain the financial drivers that impact business outcomes sales
  • Prepare a customer focused action plan and business outcomes story

prerequisites

The knowledge and skills that a delegate must have before attending this course are as follows:

  • Basics of Selling
  • Basics of Cisco Technologies
 

SBOW - Selling Business Outcomes with Cisco Architectural Solutions Workshop

course objectives

Upon completing this course, the delegate will be able to meet these overall objectives:
  • To better understand the customer business context
  • To better understand Cisco’s architectural & technology solutions
  • To identify how Architectural & Technology solutions can be positioned to meet customer-defined needs or Business Outcomes and generate increased opportunity pipeline, revenue and profit for Cisco Channel Partners

prerequisites

The knowledge and skills that a delegate must have before attending this course are as follows:

  • Basic knowledge of IT & Networking concepts and terminologies
  • A high-level appreciation of Cisco’s key technology solutions and architectures
 

Cisco Partner Sales Level 2 Security Sales and Technology Workshop

course objectives

  • Increased pipeline by account manager
  • Shortening of the sales cycle
  • Drive increased Sales of new technology and refine product mix
  • Drive technology adoption and incremental sales
  • Maximise the benefits of incentive programs

 


prerequisites

  • Cisco Partner Sales Level 1 or equivalent knowledge & experience
 

Cisco Partner Sales Level 2 Enterprise Networking Sales and Technology Workshop

course objectives

  • Increased pipeline by account manager
  • Shortening of the sales cycle
  • Drive increased Sales of new technology and refine product mix
  • Drive technology adoption and incremental sales
  • Maximise the benefits of incentive programs

 


prerequisites

  • Cisco Partner Sales Level 1 or equivalent knowledge & experience
 

Cisco Partner Sales Level 2 Datacenter Virtualisation Sales and Technology Workshop

course objectives

  • Increased pipeline by account manager
  • Shortening of the sales cycle
  • Drive increased Sales of new technology and refine product mix
  • Drive technology adoption and incremental sales
  • Maximise the benefits of incentive programs

 


prerequisites

  • Cisco Partner Sales Level 1 or equivalent knowledge & experience
 

Cisco Partner Sales Level 2 Collaboration Sales and Technology Workshop

course objectives

  • Increased pipeline by account manager
  • Shortening of the sales cycle
  • Drive increased Sales of new technology and refine product mix
  • Drive technology adoption and incremental sales
  • Maximise the benefits of incentive programs

 


prerequisites

  • Cisco Partner Sales Level 1 or equivalent knowledge & experience
 

BTASBVA - Applying Cisco Specialized Business Value Analysis Skills

course objectives

  • Apply research and gather customer information to prepare an outcome-based selling strategy
  • Applies Cisco Business outcome-based selling approach from market awareness to solution adoption and consumption
  • Interpret a customer’s business context and identify the As-Is and To-Be states of the business
  • Determine how desired customer outcomes can be enabled with solutions and services
  • Determine a baseline for measuring progress against stated targets
  • Outline a plan for managing IT and Line of Business (LoB) stakeholders across sales cycle
  • Demonstrate how Key Performance Indicators (KPIs)and outcomes metrics are reflected in business financials
  • Prepare an implementation strategy and roadmap
  • Explain how structured communication approaches enable improved results from complex stakeholder interactions

prerequisites

  • Passed one of the following Cisco exams: 810-401 “Selling Business Outcomes” or 810-420 “Understanding Cisco Business Value Analysis Fundamentals.”
  • 3-8+ years of experience selling technology or networking products and services
 

BTEABVD - Executing Cisco Advanced Business Value Analysis and Design Techniques

course objectives

Upon completing this course, the delegate will be able to meet these overall objectives:
  • Assess diverse industry and account information by compiling key insights and transforming them in to a description of the customer context for outcomes-based selling
  • Describe the challenges and opportunities related to using consultative approaches in selling solutions and services to large enterprise customers
  • Illustrate tactics to manage stakeholder power and interest across the IT Sales and consumption cycles
  • Apply the Cisco 9-step Sales approach to achieve a customer agreement for acquiring and adopting solutions and services that support’s their business outcomes
  • Demonstrate how a structured solution catalog can enable several types of outcome-based revenue
  • Compose an outcome-based selling proposal that addresses the customer’s business and financial metrics
  • Formulate a plan to capture and report on results from solutions that enable outcomes
  • Compare and contrast the proposed targets with actual adoption and implementation results
  • Assemble the key elements of an organisational change and adoption strategy to help define the expected benefits from a suite of solutions and services

prerequisites

The knowledge and skills that a delegate must have before attending this course are as follows:

  • Knowledge and experience in outcome-based selling
  • 8+ years selling IT products and services
  • Completion of Selling Business Outcomes: Fundamentals (OUTCOMES) v1.0
  • Completion of exam #810-403
  • Completion of Applying Cisco Specialized Business Value Analysis Skills (BTASBVA) v3.0
  • Completion of exam #820-424
  • Completion of the pre-ELT portion of this course (BTEABVD)
 

BTBBSS - Building Business Specialist Skills

course objectives

Upon completing this course, the delegate will be able to meet these overall objectives:
  • Describe the forces that are driving business change and the role IT in business transformation
  • Discuss how technology trends impact the value of the business
  • Define the business context in which technology solutions are implemented to drive business value
  • Identify critical success factors, key performance indicators, and success metrics for technology solutions
  • Identify critical success factors, key performance indicators, and success metrics for technology solutions
  • Employ business analysis techniques to define business requirements and technology solutions
  • Discuss the financial and budgeting aspects of technology solutions
  • Describe the best practices and methodologies that influence the adoption, implementation, and roll-out of technology solutions
  • Apply techniques and best practices for communicating with and influencing stakeholders


prerequisites

The knowledge and skills that a delegate must have before attending this course are as follows:

  • Demonstrate knowledge and understanding of business analysis principles and techniques
  • Individuals that have earned the BCS Certificate in Business Analysis Foundations, or equivalent, should be well-prepared to attend the Building Business Specialist Skills
  • Individuals with 5-9 or more years of experience as an IT infrastructure professional who have responsibility for more than a narrow scope of technology delivery
  • Individuals who have a high degree of interaction with business stakeholders and/or applications management personnel within IT, the Line of Business (LoB), or 3rd parties
 

BTPBTAE - Business Focused Transformative Architecture Engagement

course objectives

  • Understand the application and relevancy of TOGAF and ITIL® to the role of the Transformative Architecture Specialist
  • Be able to outline the benefits in using TOGAF and ITIL®, and recognize and respond to architecture opportunities
  • Be able to adopt a consultative, business-led sales approach to customer engagements that enable them to position, articulate, and create the business case for the architectural propositions in alignment with the customer vision and business strategy; it will help teams to work with customers to better understand their business challenges and needs, identify the value that they can bring, and gain commitment to action (buy)
  • Be able to understand important principles and functioning of business finances to ensure that they are equipped with the business knowledge and awareness that will drive their customer initiatives and business priorities. Be able to successfully conduct a Business Vision Workshop (Phase One of Cisco Strategic IT Roadmapping) to capture business strategies, objectives, and requirements, and describe and plan the desired outcomes for Phase Two and Three of Cisco Strategic IT Roadmapping as a method to engage with customers architecturally off and on cycle
  • Understand how to build a three-to-five-year architecture roadmap and articulate the benefits and end deliverable to gain executive level customer commitment to the “end-toend” approach, completing the necessary business and sales qualification

prerequisites

  • Valid Cisco CCO Login
  • Holistic technical background (Cisco CCDP plus one Architecture Specilisation)
  • An overview understanding of the ITIL and TOGAF9 frameworks and the key principles, components, processes, and techniques of each framework.
 

BTROAD - Building Cisco Business and IT Roadmaps

course objectives

Upon completing this course, the delegate will be able to meet these overall objectives:
  • Adopt a consultative, business led sales approach to customer engagements
  • Conduct a workshop to capture business strategies, objectives and requirements
  • Apply Cisco’s approach to building a roadmap of strategic IT initiatives, aligned to the customer’s business priorities
  • Develop and position a business case for the roadmap to include Cisco Architectural propositions, solutions, services and related offerings
  • Convey roadmap benefits, gain customer executive buy-in and commitment for action

prerequisites

The knowledge and skills that a delegate must have before attending this course are as follows:

  • Advanced Borderless Networks for Account Managers (650-377)
  • Advanced Collaboration Architecture Sales Specialist (650-367)
  • Data Center Networking Solution Sales (646-985)
 

BTUBVAF - Understanding Cisco Business Value Analysis Fundamentals

course objectives

  • Articulate the benefits of a business value engagement.
  • Engage with a customer using business value terms
  • Use a framework to provide a repeatable process for a business value engagement
  • Employ relevant techniques and tools on a business value engagement
  • Understand fundamental financial terminology and concepts
  • Read and interpret financial documents
  • Understand the basis for evaluating investment decisions
  • Apply a Customer Conversation Framework with a customer

prerequisites

  • 646-206 - Cisco Sales Essentials (CSE)
  • 650-377 - Advanced Borderless Network for Account Managers OR 640 -367 - Advanced Collaboration Architecture Sales Specialist OR 646-985 Data Center Networking Solution Sales
 

Partner Sales Program - Foundation Sales

course objectives

  • Introduction and Welcome
  • Who are our customers?
  • Personal awareness
  • The Sales Process
  • The power of the phone call
  • Partnering with Cisco – Introduction to Cisco and what makes Cisco successful
  • Enhancing Partner Profitability – How to get the best out of the partnership with Cisco and leverage Cisco to improve your pitch
  • Incentive Programs
  • Cisco Tools
  • Introduction to Networking – exploring the basics of networking, enabling a deeper client conversation
  • Small Business Solutions – Overview of routing, switching, security and collaboration solutions for the small business market. Includes a view of client’s current needs, as well as the links to increased deal size
  • Borderless Network Solutions – examine routing, switching and wireless solutions for medium, mid-market and enterprise customers
  • Collaboration
  • Virtualisation
  • The 4 C’s Questioning Technique – Questioning to Understand
  • Listening to Understand
  • Selling the ‘Sizzle’ – Benefit Selling FAB
  • Handling Questions and Doubts
  • Closing the Sale
  • Sharpening the Saw – Plenty of practice for each element of the programme

prerequisites

N/A
 

Partner Sales Program - Architectural Technology Sales and Technology

course objectives

  • Introduction and Welcome
  • The Sales Process – refocus on the process using KASH to identify the Knowledge, Attitude, Skills and Habits which make a good Sales person Great
  • Forecasting
  • Selling in a difficult market
  • The 4 C’s Questioning Technique - Questioning to Understand. Advancing our Questioning Skills to the next level. Help us to help the Partner/Customer to identify all of the critical products and support they need form us
  • Listening to Understand – do we really listen or are we waiting to interrupt?
  • Borderless Network Solutions – examine routing, switching, security and wireless solutions for medium, mid-market and enterprise customers.
  • Collaboration Solutions – looking at the elements of Cisco’s collaboration architecture. The market trends that drive the requirement for these solutions and entry points to the target market to drive sales.
  • Virtualization Solutions – servers, data-centre switching & storage offering a great opportunity to build on success of a borderless network sale.
  • Selling the ‘Sizzle’ – using Elevator pitches and FAB statements
  • Our Behaviours and the impact they can have – personal insight into our personality behaviour drivers
  • Handling Questions and Doubts
  • Closing the Sale
  • Gold Time management
  • The Sales Challenge – testing the skills through this interactive sales experience
  • Sharpening the Saw – Plenty of practice for each element of the programme

prerequisites

N/A
 

Partner Sales Program - Strategic Selling

course OBJECTIVES

  • My Personal Vision and what this means for the business and me
  • Knowing my Sales Objectives – Business and Personal
  • What do my competitors do which I need to – SWOT Analysis on the competition against your business – Competitor Intelligence?
  • Market Analysis
  • The client’s perspective
  • How do I further enhance my client relationships
  • My Target Market
  • The How and What
  • My Strategic Plan Key Milestones
  • How I evaluate progressHow do I make me stand out from the crowd?
  • My Strategic Plan creation and presentation

prerequisites

N/A
 

Partner Sales Program - Relationship and Account Management

course objectives

  • Personal awareness
  • Asking Questions to Understand – using the 4C’s technique how these are important in our relationships – to keep enquiring and growing the relationship
  • Listening to Understand – do we really listen or are we waiting to interrupt?, are we so close we have stopped listening?
  • Selling the ‘Sizzle’ – using Elevator pitches and FAB statements
  • Our Behaviours and the impact they can have – personal insight into our personality behaviour drivers
  • Motivational Language – using language which is positive and provides a response from even the most difficult customer and partner
  • Focus on the client’s existing networking solutions and looking at insertion points to expand existing relationship further in Borderless, Collaboration & Virtualisation areas.
  • Recognising opportunities for upgrade or competitive replacement.
  • Selling Services to enhance the relationship.
  • The relationship cycle
  • The breadth and Depth of the relationship – where are you and where do you need to be
  • Key Account Planning and Brick walling
  • Handling Questions and Doubts
  • Gold Time management
  • Sharpening the Saw – Plenty of practice for each element of the programme

prerequisites

N/A