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Cisco Sales Processes
• Two principles of a Cisco business outcomes focused sale:
• Defines time-bound, business related outcomes for the customer
• Evolves the customer relationship from a product and solution focus to an
outcomes focus
• The Qualification phase of the Cisco Integrated Sales Process should include a
preliminary solution that is aligned to the business outcome requirements
• Drivers for product, solution and outcome-based sales:
• Product sales - the driver is about the product;
• Solution sales - the driver is the customer pain points, and in
• Outcome-based sales - the driver is about the value of the outcomes
