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Cisco 810-403

Selling Business Outcomes

Free Questions in OTE format

File Date Q&A Votes Size  
Cisco.810-403.v2016-04-09.61q.ote 2016-04-09 61 0/0 55.37 Kb

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About Cisco 810-403 dump

This exam tests a candidate's knowledge and skills related to selling technology services and solutions with a business outcome focus. Questions cover essential capabilities to grow pipeline and revenue through work across sales stages from "Prospect" through "Close".
1.0 Business Outcomes Sales Approach 13%

  • 1.1 Identify concepts and elements of business outcome-based sales approach
  • 1.2 Explain the value of business outcome-based sales
  • 1.3 Identify new skills for business outcome-based sales
  • 1.4 Explain the difference between product and business outcome-based sales
  • 1.5 Describe the three types of outcomes

2.0 Customer Business Environment 20%

  • 2.1 Identify key customer stakeholders
  • 2.2 Identify business outcome-based opportunities across industry verticals
  • 2.3 Describe the business impact from emerging products and services
  • 2.4 Describe the link between Cisco solutions and services to business outcomes
  • 2.5 Describe the importance of Key Performance Indicators (KPIs)
  • 2.6 Describe the importance of Critical Success Factors (CFSs)

3.0 Customer Business Context, Challenges, and Opportunities 25%

  • 3.1 Analyze stakeholder expectations and their approach for technology purchases and adoption
  • 3.2 Apply the stakeholder power/influence grid to identify and manage stakeholders
  • 3.3 Identify business outcomes that are based on the customer business context and business requirements
  • 3.4 Describe how business outcome-based sales impacts the customer value proposition
  • 3.5 Apply the business model canvas to define the customer environment, business model, and motivators for change
  • 3.6 Interpret the financial impact on business value, opportunities, and challenges in business outcome-based selling
  • 3.7 Describe the four types of requirements for the customer's business

4.0 Outcome-Based Opportunity for Customer Impact 25%

  • 4.1 Identify customer priorities for required business outcomes
  • 4.2 Identify required consumption models
  • 4.3 Describe Cisco solutions and services that will enable business outcomes for the customer
  • 4.4 Identify business outcome-based opportunities from licensing models
  • 4.5 Define customer decision criteria and key performance indicators to measure business outcomes
  • 4.6 Interpret benefits and costs from a business outcome-based sales approach

5.0 Manage and Communicate with Stakeholders 17%

  • 5.1 Describe the process for communicating with stakeholders
  • 5.2 Describe the Cisco sales enablement resources to enhance the business outcome-based experience for the stakeholders
  • 5.3 Determine a business outcome-based sales plan that is aligned with stakeholders need
  • 5.4 Apply the Seven Elements Framework for communicating and negotiating with stakeholders
  • 5.5 Articulate the business value of the proposed solution to stakeholders
  • 5.6 Describe the components of the process to gain stakeholder support

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