The need to change how sales teams engage with their customers is well established as customers now expect business solutions to their business challenges. This means an evolution in how to sell, and who to sell to. To be successful means engaging with CxO level stakeholders to uncover the strategic business needs of the organisation.
To achieve this requires new skills and capabilities, a fresh perspective on how the customer relationship is viewed, and a set of techniques and tools to ensure success.
This webinar explains the concepts and drivers for a business outcome led approach to selling, and introduces methodology to uncover these customer business needs, and position business solutions to them.
The key techniques and tools covered are:
- Business Outcome Led Method
- Being Business Relevant
- Business Value of IT Investments
- Business Transformation
- Addition of new capabilities
- Modification of existing capabilities
- Removal of redundant capabilities
Other webinars in the series:
View the full list schedule of webinars here.
Scott is a consultant with more than 15 years' experience specialising in technology enabled customer business transformation. He has a profound understanding of how institutions can leverage technical architecture in their business strategy <read more>.
Internet connection and computer speakers for audio.
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