Live Chat
Monday - Friday 8am - 6pm EST Chat Now
Contact Us
Monday - Friday 8am - 8pm EST 1-866-716-6688 Other Contact Options

Cart () Loading...

    • Quantity:
    • Delivery:
    • Dates:
    • Location:


Understanding Customer Needs

Succeed in the Cisco marketplace by learning to understand customer needs.

GK# 2629

Course Overview

This course features activities and role-playing exercises that will help you improve your business acumen and gain skills that are critical to growing your business while understanding and serving the needs of your clients and potential customers. In this class, you'll examine the major vertical and horizontal markets and the competitive and environmental factors that drive behaviors within these markets. You'll identify the different types of decision makers and influencers and the ways their roles and responsibilities affect their decision-making criteria. You will review what drives change in an organization and the ways in which success is measured.

In this course, you will discover Cisco's approach to the market and learn how Cisco positions their products to solve different customer needs. In practice activities, you will have the opportunity to align your message with Cisco's, map customer needs to Cisco products, and communicate how these solutions address customer needs. At the end of class, you'll get suggestions on how to review proposals with clients and how to conduct internal debriefing meetings to gauge the success of your own approach to understanding customer needs.

Please bring to class a proposal that you're currently working on, or one you've completed, to share with a classmate.

Delivery Format Options

  • Private Group Training

    Private Group Training

    Train your entire team in a private, coordinated professional development session at the location of your choice.

    Receive private training for teams online and in-person.

Request a date or location for this course.

What You'll Learn

  • How to evaluate the customer's business environment
  • How to address the customer's business challenges
  • Techniques to map business challenges to solutions

Who Needs To Attend

Systems engineers, account managers, sales professionals, business development professionals, and anyone who plays an active role in selling and implementing customer solutions

Course Outline

Download Course Outline