Page 62 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1
P. 62
Business Outcomes Message Flow
What internal or external drivers are
influencing or affecting your customers
Drivers overriding objectives?
What are your customer goals in light
of these internal or external drivers?
Goals
What obstacles are preventing them
or making it difficult for them to
Problems achieve their goals?
What tangible or intangible benefits
would they see if you helped them
Value
eliminate these obstacles?
For whom have you helped solve a
similar problem?
Proof
