Page 65 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1
P. 65
EA Exec Summary Pitch (Door opener)
What drivers are influencing or
Drivers affecting this industry /
customer’s objectives?
What are this customer’s goals
Goals in light of these internal or
external drivers?
What obstacles are making it
difficult for them to achieve
Problem
their goals?
What would they see if you
helped them eliminate these
Value obstacles?
For whom have you helped
solve a similar problem?
Proof
