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OUTCOMES - Selling Business Outcomes (SBO)

  • Overview
  • Who Should Attend
  • Certifications
  • Prerequisites
  • Objectives
  • Content
  • Schedule
Course Overview

Course Duration: 1 Day

The course builds core knowledge and abilities for selling technology services and solutions with a business outcome focus. This 6-hour self-study course enables sellers to:

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

  • 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 / or Channel Partners

Who Should Attend

  • Channel Partner Account Managers
  • Channel Partner Sales Specialists
  • Channel Partner System Engineers
  • Employee Account Managers
  • Employee Sales Specialists
  • Employee System Engineers

Course Certifications

This course is part of the following Certifications:

Prerequisites

No prerequisites.

Course Objectives

Upon completion of this course, you will be able to:

  • Explain the tenets, principles, 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

Course Content

Module 1: The Business Outcomes Sales Approach

Module 2: Aligning Business Outcomes to the Customer Business Context

Module 3: Cisco Services and Solutions Across Industry Verticals

Module 4: Identifying Business Outcomes Opportunities from Emerging Technology

Module 5: Customer Decision Makers, Influencers, and Expectations

Module 6: Determining the Financial Value of Business Outcomes

Module 7: Communicating the Business Outcomes Story to the Customer

Course ID: SBO


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