Selling Business Outcomes (SBO) is the foundation of Cisco's business sales skills curriculum. The Cisco SBO course builds core knowledge and abilities for selling technology services and solutions with a business outcome focus. Guided exercises, examples, and scenarios allow participants to apply acquired knowledge and skills in Selling Business Outcomes. Challenge questions will test your knowledge at the end of each lesson.
Recommended course prerequisites include a working knowledge of Cisco from a general perspective. We suggest learners who have a sales-related position for ideal candidates to take this Cisco SBO training course.
Prerequisites:
The knowledge and skills that a learner should have before attending this course are as follows:
- Basic familiarity with Cisco
Objectives:
Upon completing this course, the learner will be able to meet these overall objectives:
- Better understand the customer business context
- Identify how technology solutions can be positioned to meet customer-defined needs or business outcomes
- Generate increased opportunity pipeline, revenue and profit for Cisco and Channel Partners
- Lesson 1: The Business Outcomes Sales Approach
- Lesson 2: Aligning Business Outcomes to the Customer Business Context
- Lesson 3: Cisco Services and Solutions Across Industry Verticals
- Lesson 4: Identifying Business Outcomes Opportunities from Emerging Technology
- Lesson 5: Customer Decision Makers, Influencers, and Expectations
- Lesson 6: Determining the Financial Returns of Business Outcomes
- Lesson 7: Licensing and Consumption Models
- Lesson 8: Communicating the Business Outcomes Story to the Customer
The primary audience for this course is as follows:
- Individuals in sales or sales support roles within Cisco and Channel Partner companies that include account managers, sales specialists, and system engineers