NEW QUESTION 1
Which two customer benefits of a Cisco Business Architecture engagement are true? (Choose two.)

• A. It increases IT complexity.
• B. It associates business value with defined business outcomes.
• C. It ensures that solutions are aligned with long-term business strategy
• D. It increases technology spend.
• E. It provides a technology-centric approach to business problems.

Answer: BC

NEW QUESTION 2
Which options are two benefits of understanding the customer's business model? (Choose two.)

• A. Understanding the customer's business model changes the way you interact with your customer.
• B. Understanding the customer's business model provides control and assessment of project challenges.
• C. Understanding the customer's business model helps track progress through outcomes.
• D. Understanding the customer's business model is used to address the sales force mindset.

Answer: AC

NEW QUESTION 3
Which two classes of solutions enable business outcomes for the Energy/Utilities industry? (Choose two.)

• A. Advanced Routing
• B. Data Center and Virtualization
• C. Multilayer Switching
• D. Internet of Everything
• E. Remote Expert
• F. Service Provider Network Infrastructure

Answer: BD

NEW QUESTION 4
Drag and drop the financial benefits on the left to the direct and indirect spaces on the right.

Answer:

Explanation:

NEW QUESTION 5
When selling business outcomes, which two key factors must be considered in relation to the achievement of the outcomes? (Choose two.)

• A. metrics and measurement
• B. project management milestones
• C. specific timeframe and milestones
• D. communication procedures

Answer: AC

NEW QUESTION 6
Drag the two strongest factors to improve business outcomes for a retail industry customer from the left to the right.

Answer:

Explanation:

NEW QUESTION 7
Why are customer stakeholders important to the business outcome-based sales approach?

• A. Because understanding the concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.
• B. Because stakeholders consists of partners who are either part of the organization or are external to the organization.
• C. Because stakeholder strategy influence business needs and their involvement in a project to change them.
• D. Because relevant and potential stakeholders exist across customers' and sales professionals' organizational and functional roles.

Answer: D

NEW QUESTION 8
When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.)

• A. Portfolio selling
• B. Emerging technology trends
• C. Stakeholder management
• D. Sales enablement
• E. Customer advocacy
• F. Cisco partner ecosystem portfolio

Answer: BCD

NEW QUESTION 9
Which are two purposes of the Cisco enablement resources and Cisco Playbooks when articulating the business value to customers? (Choose two.)

• A. To help the sales force develop new marketing strategies.
• B. To provide additional information on Cisco solutions and services.
• C. To enhance the technology experience and influence the customer.
• D. To improve the proposal and provide the bill of materials to the customer.
• E. To help the sales force with the selling process.

Answer: BC

NEW QUESTION 10
Which option is a main benefit that Cisco Partners bring to the table for customers?

• A. additional teams to implement solutions in a timely manner
• B. relationships with key Cisco personnel
• C. a large customer base for which to sell Cisco services
• D. Cisco expertise and the ability to have specializations in certain practice areas

Answer: D

NEW QUESTION 11
Which description of the role of the account manager is true?

• A. The account manager is responsible for technology selection to sell into the account.
• B. The account manager leads a business-led approach selecting the right technology to sell.
• C. The account manager leads the customer engagement throughout the business-led approach.
• D. The account manager is directly responsible for the customer relationship.

Answer: D

NEW QUESTION 12
Which QUESTION NO: provides the best information to use to define customer success factors?

• A. What services do you need?
• B. Which Cisco products best fit your goals?
• C. What tools are you looking for, to better measure your ROI?
• D. What are your business objectives for this project/initiative?

Answer: D

NEW QUESTION 13
Which option is a recommended activity that is important for outcome selling?

• A. Use a checklist to cover all renewal needs.
• B. Have strategic value-based discussions with management.
• C. Ask QUESTION NO:s until you have filled out the required tool checklist.
• D. Identify which services are associated with a Cisco product.

Answer: B

NEW QUESTION 14
Drag and drop the components of a business case for change into the suggested order for presentation.

Answer:

Explanation:

NEW QUESTION 15
Which three options are skills that business development teams should develop for outcome- based selling? (Choose three.)

• A. negotiation and communication
• B. transformative networking mindset
• C. outcome-based mindset
• D. lateral thinking
• E. critical thinking
• F. conflict management and resolution

Answer: ABC

NEW QUESTION 16
Which option is the outcome when comparing the current state of technology with the capabilities of emerging technologies?

• A. Identify gaps for upgrading Cisco products.
• B. Identify gaps that provide opportunities for new services and solutions.
• C. Identify new cloud-based technologies.
• D. Identify the new stakeholders.

Answer: C

NEW QUESTION 17
Refer to the exhibit.

Which level does the exhibit describe?

• A. Business Architecture maturity level
• B. Technology Architecture maturity level
• C. customer journey
• D. solution selling stages and maturity level

Answer: A

NEW QUESTION 18
Which two values are provided from delivering a business roadmap? (Choose two.)

• A. It provides insights on technology trends that are relevant to customer business.
• B. It enables the business to transform from its current business state to its target business state.
• C. It reduces product failures and downtime that impact customer business.
• D. It aligns business priorities, business capabilities, business solutions, and business outcomes.
• E. It provides product roadmap to meet business and customer needs.

Answer: BE

NEW QUESTION 19
Which two options are benefits of effective communication with stakeholders? (Choose two.)

• A. It allows other strengths to create maximum impact.
• B. It lessen the impact of business weakness.
• C. It helps mitigate the intrinsic risks with negotiation.
• D. It allows effective interaction between stakeholders.

Answer: CD

NEW QUESTION 20
Which framework is used to plan influential communication when seeking customer support for action?

• A. business model canvas
• B. principled negotiation
• C. seven elements
• D. stakeholder analysis matrix

Answer: C

Explanation: Business Model Canvas is to define the customer environment, business model, and motivators for change, whereas Seven Elements Framework helps in communicating and negotiating with stakeholders.