Page 10 - Cloud Sales Enablement Portfolio

How to Succeed in the New World
of *Consumption Economics & B4B Selling

Delivered by: Innovise, Cisco’s Worldwide Business Learning Partner of the Year 2014

Instructor-Led 1 day course 9.00 am – 5.00 pm (or Virtual)

• Prerequisites

• How to Sell Cloud Services (1 day workshop)
• Consumption Economics & B4B Selling keynotes (available on YouTube)

• Audience and Objectives

• Partner AMs in the Enterprise, Commercial and Public Sector segments
• What is meant by Consumption Economics and how it impacts the role of an IT salesperson
• 7 new rules for selling Information Technology
• New skills for selling IT as a service.
• Conversation starters for new sales opportunities
• How to qualify in or out of a Consumption Economics opportunity
• What is the difference between B2B and B4B
• The principles of Land and Expand selling and how to apply them successfully.
• How to succeed in the new B4B competitive landscape
• New rules for pipeline management.

• Next Steps – Workshop Coming soon!
Contact Learning Partner: Innovise ESM, training@innovise-esm.com
Course: HSCEB4B
Cost: TBC

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