Course Overview
This sales support workshop provides the key learning and tools that will help Partner Plus Partners drive business and generate demand for Cisco’s commercial business solutions.
Rather than present theory and scenarios, the main focus of this workshop is to build an account plan for a specific customer using a business outcome based sales approach.
Delegates will be challenged to translate technical solutions into business outcomes, to evaluate the business drivers of their customers and adopt a business outcome approach to selling. This will ensure that what they present to their customers, has real business value and will resonate with key buyers and stakeholders.
As such, delegates will learn how to take a deeper look into their customer’s business, create the link between strategy and technology and be able to apply new tools and a robust business outcome sales methodology. The workshop has a clear business focus - its goal is to make Account Managers successful and their proposed solutions business-relevant. This will be achieved by taking them through a detailed practical process to achieve this.
Prerequisites
There are no specific pre-requisites for this training, but each attendee must complete a mandatory “Deal Breakdown” template for two customer success stories. These deals need not have been won by the attendee, but anyone within their company, can be completed with the help of other AMs within their Company and they must be excellent examples of where the business outcome and impact of the customer deploying a (Cisco) solution, has been measured and quantified. The deal breakdown will include an analysis of how each deal was won (proposition, engagement, critical success factors, etc) and the resultant quantified business outcome (e.g. revenue increased 5%, productivity increased 7%, lead time reduced by 3%, TCO reduced by 15% over 18 months, etc).
Course Objectives
Workshop Outputs
The delegates are tasked with developing a live opportunity, creating a solid account plan and defining the next steps to take in order to generate additional revenue for their company. Given the time available, it is not expected for delegates to have a fully completed plan, but more of a sketched framework of steps, actions, etc that will need expanding and developing when they return to office.
Course Content
To maximise the engagement and interaction with the delegates, the workshop is predominantly exercise based with accompanying presentations and discussions. Delegates must bring a laptop and a ‘real deal’ and be prepared to research and build an action plan for their customer.
Post Workshop Coaching
Additional coaching can be provided following the workshop to reinforce the theory taught and to provide additional guidance, thought-leadership on existing on-going deals