Live Webinar – October 6th 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.

For a sales team to be able to credibly position themselves as the solution to a customer’s business challenges and opportunities, they must first be intimately aware of what is happening in the customer’s organisation, both internally and externally.

This requires a robust process of research and analysis and a toolset that will enable a holistic view of the customer’s organisation before engaging with the stakeholders.

This webinar introduces the key elements required to develop this level of customer intimacy.

The key techniques and tools covered are:

• Research and Analysis
  • Establishing relevance of a Business Outcome approach (via tri-age)
  • Identifying and developing a point of view about a potential customer’s business
  • Focus and efficiency during time-constrained interview
  • Demonstrating credentials and professionalism
• Business Model Canvas
  • Describe, visualise, assess and change business models

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

Watch for these webinars 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 Uncovering Customer’s Business Needs