Page 6 - BOSC
P. 6
Preparation Outcome Selling Workshop
1. Read: CEB report on Challenger Selling - 10 minutes
2. Bring: a current account or territory plan to work on - 2 minutes
3. Bring: your plan to engage and sell outside of IT - 2
4. Create: a (1 page summary) case study of a 'a business outcome
based sale'
5. Or where you have sold outside of IT - 16 minutes
30 Minutes to invest
