Live Webinar – September 29th 2015, 9:00 am – 10:00 am EDT
Offered by: Global Knowledge UK  (REP 1999)
Duration: 1 hour 1 PDU / 1 CDU Credits: 1 PDU Category A – Free PDU

Note: Although Global Knowledge is an REP this opportunity may not have a course number and may need to be recorded as a Category C PDU. Contact Global Knowledge for further information.

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

This is the first webinar in GK’s new Weekly series “The Sales Excellence Webinar Series for Business Outcomes.”

Watch for the webinar series on PDU Of The Day:

• Changing The Sales Engagement
• Uncovering Customers Business Needs
• Engaging with Customer Stakeholders
• Translating Requirements to Capabilities
• Managing Customer Business Requirements
• Modelling the Customers Business
• Developing Business Acumen
• Creating the Solution Business Case
• Delivering Benefits Realisation to the Customer
• Additional Development Support and Tools

PDU Category C (PMBOK 5) documentation details:
Process Groups: Executing
Knowledge Areas: 4- Integration 5 – Scope 8 – Quality

• 5.6 Control Scope
• 9.3 Develop Project Team
• 13.1 Identify Stakeholders
• 13.3 Manage Stakeholder Engagement

As a Category C ‘Self Directed Learning Activity’ remember to document your learning experience and its relationship to project management for your ‘PDU Audit Trail Folder’

Click to register for PM Strategic Planning & Sales Excellence: Changing The Sales Engagement