Velisa Africa is the official Global Knowledge partner in Sub-Saharan Africa. Course details : https://www.globalknowledge.co.uk/courses/cisco/sales_effectiveness/btasbva.html
Customer buying behaviour is driving professionals to adapt from a ‘product push’ style, to using customer-centric solution and outcome-based selling approaches. This transition is best enabled through acquisition of new knowledge, skills and related confidence.
Applying Cisco Specialized Business Value Analysis Skills (BTASBVA v3.0) builds practical skills on solutions- and outcome-based selling approaches. Self-study modules, instructor facilitated discussion and exercises cover the full sales process, from prospecting through winning deals and spurring adoption and usage.
This course consists of both ELT and ILT components. The preparatory ELT course provides an overview of outcome-based selling and provides additional knowledge and resources prior to attending the instructor led component. Additional ELT content is provided for review following completion of the classroom delivery providing supplementary information for successful outcome based selling. Only 2 days of this class is spent in the classroom environment.
Throughout this course students will have the opportunity to apply what they learn to real-life business scenarios through guided exercises and challenge questions at the end of each lesson. Where applicable, course content is presented in the context of actual business outcomes sales scenarios. Ancillary materials are provided to enable individuals to successfully define technology solutions that drive business outcomes in their everyday job role.
Attendess should meet the following prerequisites:
- Passed either exam 810-401 (Selling Business Outcomes) or 810-420 (Understanding Cisco Business Value Analysis Fundamentals).
- 3-8+ years of experience selling technology or networking products and services is recommended