700-410 - Accelerating Cisco Partner Led Sales Excellence
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You are already selling into a large account in your territory. You have successfully sold a number of technologies, but you are trying to refresh & grow revenues with this customer. Which two approaches will help you to succeed? Choose 2
Develop a strategy to fend off the competition
Continue to sell-in new Cisco solutions
You are about to meet a Partner Sales Manager to discuss your plan for the new quarter. You understand the market dynamics and how they will drive or impact the plan. However, you want to ensure that you understand what you can achieve together.Which two questions should you ask before the meeting? (Choose 2)
Which accounts are mapped to them and what do they want to achieve with these?
Which products do they intend to sell?
Which set of criteria do you use to assess your customers when you map your territory?
Size of potential, share of potential
You are building your territory plan and want to assess the number of accounts you will be working on. There are 2500 identified accounts in your territory and 900 have already been mapped as "direct touch". How many accounts left in your territory?
After you close your deal, which two steps should you take next to maximize this opportunity?
Identify other opportunities to influence
Ask about an opportunity for a press release or endorsement
Which two reasons why you should "pick your battles" when going after accounts with large potential but where you have a low share of the potential are true? Choose 2
They require the same amount of time to go after.
The competition will likely put up a big fight against a newcomer.
Your manager insists on winning more business at ACME ENTERTAINMENT. This account has a medium to large size of potential but we currently only have a medium share of the potential. Which two actions will make your manager happy? (Choose 2)
Schedule a Cisco network assessment with the client
Provide them with regular updates on Cisco products and roadmaps
How would you use Installed Base Lifecycle Management in the planning process?
To determine when is the right time to sell them new products
You are about to visit an existing customer to talk about the latest Cisco solutions. What question should you ask yourself before you visit this customer?
Are they due for an upgrade/migration?
At which stage of the sales process should you offer a demo of Cisco solutions?
How do you decide whether to "farm" rather than "hunt" your accounts?
When they have a broad spectrum of size of potential and a small share of potential
What is a BOM, which you must present at the proposal phase of a deal?
Bill Of Materials
For which type of customer do you "cast the net wide"?
Small to medium size of potential and small share of potential
You are helping your Partner Sales Representatives understand what marketing tools are available to help them acquire new accounts. Which two weapons/resources can you direct them to for account acquisition? (Choose 2)
Cisco Partner Marketing Demand Generation tools like "Go -Generating Opportunities"
Cisco Partner Marketing Central
You are assessing a BYOD opportunity. During the conversation, you understand that no budget has been assigned to buying a Cisco solution. Which two questions must you answer to determine the likelihood of a deal? (Choose 2)
Is there an executive sponsor?
Is there a specific business problem they are trying to address?
Which option describes how you would best approach planning for customers with a small to medium amount of potential?
Through a territory plan
On average, how much time can an exclusively phone-based sales person with 250 customers spend with each customer per month?
What is Value Based Negotiation?
Negotiating around the value the solution will deliver
Assuming you know how many accounts you want to focus on in your Territory Plan, which two options best describe what you must find out about the vertical segments that they are located within? (Choose 2)
The top 3 trends in these verticals
Cisco value propositions in these verticals
How many phases are there in the i5 territory or account planning process?
How many distinct stages are in the typical selling process?
Why do you start your territory plan by defining the number of accounts in the territory, the number of accounts you touch, and the vertical markets that they are situated within?
It helps me focus on the right vertical and customer types in the territory
The prospecting phase of the sales management process is about converting leads into sales. Which two things should you do with potential customers when you analyze their potential? (Choose 2)
Read the potential customer's annual report and understand their business
Walk around the potential customer's business to get to know it better
You are close to signing the deal with the customer and you have four options. Which approach do you think is better?
A deal is a deal. You take what you can.
Your territory has 3,000 accounts. After the direct accounts are taken out, you still have 2,100 accounts in your territory. The main vertical is healthcare, where you have very little presence. The second vertical is financial services, which is a vertical you specialize in. The third vertical is manufacturing, where you have done some business. Where would you focus your efforts during the planning phase?
Getting more information on size and share of potential within each vertical so I can invest my available selling time most effectively
In deciding whether you need to create a territory plan or an account plan, what two statements best reflect the most important actions you need to take or information that you need to consider? (Choose 2)
Look at my share of potential.
Determine if they are volume touch accounts.
Which two options describe accounts that are best served by using Installed Base Lifecycle Management as a sales approach? (Choose 2)
Medium to large size of potential and a medium share of potential
Medium to large potential, small share of potential
Your customer agrees with the budget and solution that you present to them. However, they cannot find the amount across their budgets. Which two options are the best possible solutions to this problem? (Choose 2)
I call in Cisco Capital to assist.
I work with the customer to find alternatives to finance the deal.
When should you use Cisco campaign and marketing resources available on Partner Marketing Central?
When prospecting. They help engage with prospects
You have identified that a customer has a specific requirement for a Cisco solution and want to qualify them further. What approach should you take in presenting to them what you think is the right solution?
You bring along your Technical Consultant to clearly lay out the right solution
Which two things do you need to "nurture" customers with low potential but where you have a large share of the potential?
You shift their typical 2 year buying cycle through offering Cisco Capital 3 year refresh cycles
You present solutions that support their innovative IT habits
You have qualified a customer needs and requirements and it looks promising. However, no budget allocated to the project. Is no budget a sure sign that no deal can be made?
Not sure, I might need to seek out sponsors or executive decision makers
Which two statements about how to determine if a project return on investment is acceptable to your customer are true? (Choose 2)
Compare the Internal Rate of Return of the project against the customer Internal Rate of Return
Check that our Return on Investment is better than that of the competition.
You are about to launch a campaign to drive new prospects and leads. Which three activities ensure the highest probability of success? (Choose 3)
Segmenting your market/opportunity to drive focused campaigns
Making sure I have a clear "hook" (compelling value propositon/call to action) in the campaign
Developing elevator pitches / scripts
How many hours a month can a typical sales account manager with 50 customers spend with each customer?