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810-440 · Question #71

Which option is a key concept of the unique Cisco sales approach?

The correct answer is B. Start driving outcomes for customers, and go beyond selling and implementing technology. A key aspect of the unique Cisco sales approach is to move beyond simply selling technology and instead focus on delivering tangible business outcomes for customers.

Executing the Business Architecture Approach

Question

Which option is a key concept of the unique Cisco sales approach?

Options

  • AAdd as many new Cisco technologies to the solution that meet customer needs.
  • BStart driving outcomes for customers, and go beyond selling and implementing technology
  • CPut together the most logical set of services for the customer.
  • DEngage in dialog about customer needs and new technologies.

How the community answered

(44 responses)
  • A
    2% (1)
  • B
    93% (41)
  • D
    5% (2)

Why each option

A key aspect of the unique Cisco sales approach is to move beyond simply selling technology and instead focus on delivering tangible business outcomes for customers.

AAdd as many new Cisco technologies to the solution that meet customer needs.

Simply adding many new technologies without a clear focus on specific outcomes can lead to unnecessary complexity and may not align with strategic customer needs.

BStart driving outcomes for customers, and go beyond selling and implementing technologyCorrect

Cisco's sales methodology, particularly through its Customer Experience (CX) and Business Architecture programs, emphasizes understanding a customer's business challenges and goals. The aim is to deliver solutions that achieve measurable business outcomes, transforming the sales process into a strategic partnership focused on value creation.

CPut together the most logical set of services for the customer.

While putting together a logical set of services is part of a solution, it is a tactical step rather than the overarching strategic concept of driving business outcomes.

DEngage in dialog about customer needs and new technologies.

Engaging in dialogue about needs and technologies is a basic step in any sales process, but Cisco's unique approach extends further to actively drive and measure business outcomes.

Concept tested: Cisco unique sales approach - outcomes

Source: https://www.cisco.com/c/en/us/products/customer-experience.html

Topics

#Cisco sales approach#Outcome-based sales#Customer outcomes

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