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SBO - Selling Business Outcomes

Develop the knowledge and abilities for selling technology services and solutions to meet customer-defined needs and business outcomes.

GK# 1632

Course Overview

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Selling Business Outcomes is the foundation of Cisco's business sales skills curriculum. The course builds core knowledge and abilities for selling technology services and solutions with a business outcome focus.

Guided exercises, examples, and scenarios allow participants to apply acquired knowledge and skills. Challenge questions will test your knowledge at the end of each lesson.

What You'll Learn

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  • Better understand the customer business context
  • Identify how technology solutions can be positioned to meet customer-defined needs or business outcomes
  • Generate increased opportunity pipeline, revenue and profit for Cisco and Channel Partners

Outline

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Viewing outline for:

Classroom Live Outline

1. The Business Outcomes Sales Approach

2. Aligning Business Outcomes to the Customer Business Context

3. Cisco Services and Solutions Across Industry Verticals

4. Identifying Business Outcomes Opportunities from Emerging Technology

5. Customer Decision Makers, Influencers, and Expectations

6. Determining the Financial Returns of Business Outcomes

7. Licensing and Consumption Models

8. Communicating the Business Outcomes Story to the Customer

Prerequisites

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Basic familiarity with Cisco technologies and solutions.

Who Should Attend

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Individuals in sales or sales support roles within Cisco and Channel Partner companies that include account managers, sales specialists, and system engineers

Vendor Credits

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This course can be purchased with Cisco Learning Credits (CLCs).

Follow-On Courses

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Course Delivery

This course is available in the following formats:

Classroom Live

Receive face-to-face instruction at one of our training center locations.

Duration: 1 day

Virtual Classroom Live

Experience expert-led online training from the convenience of your home, office or anywhere with an internet connection.

Duration: 1 day

Request this course in a different delivery format.
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