Page 10 - BTEABVD

Course Goal continued overleaf…

Upon completing this course, you will
be able to:

• Assess diverse industry and account
information by compiling key insights and
transforming them into a description of the
customer context for outcomes-based
selling

• Describe the challenges and opportunities
related to using consultative approaches in
selling solutions and services to large
enterprise customers

• Illustrate tactics to manage stakeholder
power and interest across the IT sales and
consumption cycles

• Apply the Cisco 9 Step Sales Approach to
achieve a customer agreement for acquiring
and adopting solutions and services that
support their business outcomes