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 appear at the end of each lesson. The course prepares candidates for the Cisco Selling Business Outcomes exam (810-401).

Upon completing this course, the learner 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

• 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

The Business Outcomes Sales Approach

• The Business Outcomes Sales Approach
• The Cisco Approach to Business Outcomes Sales
• The Business Outcomes Sales Role

Aligning Business Outcomes to the Customer Business Context

• The Customer Value Proposition and Value Chain
• Critical Success Factors (CSFs), Key Performance Indicators (KPIs), and Success Metrics in Business Outcomes Sales
• Customer Business Requirements and Business Outcomes Sales
• Articulating the Customer Business Context

Sales Opportunities and Outcomes across Industry Verticals

• Overview of Industry Verticals
• Cisco Scenario Examples for Industry Verticals

Identifying Business Outcomes from Emerging Technology

• Current and Emerging Technology Trends
• Business Outcomes Opportunities from Emerging Technology

Identifying Customer Decision Makers, Influencers, and Expectations

• Stakeholder Identification and Analysis for Business Outcomes Sales
• Customer Relationship Management
• Communication and Negotiation

Determining the Financial Returns of Business Outcomes

• Financial Considerations for Business Outcomes Sales
• Licensing and Consumption Considerations
• Financial Value and Benefits of Business Outcomes Sales

Communicating the Business Outcomes Story to the Customer

• Cisco Enablement Resources
• Presenting the Business Outcomes Story

• Individuals in sales roles within Cisco and Cisco Channel Partners
• Account Managers
• Sales Specialists
• System Engineers

Attendees should meet the following prerequisites:

• Understand the Basics of selling
• Have a Fundamental knowledge of technology solutions
• Have a high degree of interaction with business stakeholders