Overview
This series of sales workshops drive sales excellence for HPE partners.
Each session is highly engaging and requires attention and focus from the attendees from the outset. Through trainer presentation, discussion, group and individual exercises participants develop effective sales skills and deeper knowledge of HPE solutions.
The knowledge gained prepares participants for the HPE Sales Certification exam.
Modules
Discovering Customer Needs
Selling Skills
- Selling business outcomes
- Essential sales skills
HPE Solutions
- Portfolio overview
- HPE Servers and Server Options
- Finding information
Positioning Solutions
Selling Skills
- Positioning and value propositions
HPE Solutions
- Intelligent Storage
- Consumption models (HPE GreenLake)
Account Development
Selling Skills
- Proposal skills
- Moving through the sales stages
- Account Development (establishing customer goals, up-selling, cross-selling)
HPE Solutions
- HPE Hybrid Cloud Solutions
- HPE GreenLake
- HPE Servers and Server Options (review)
- HPE Intelligent Storage (review)
Winning Business
Sales skills
- Objection handling
- Winning against the competition
- Closing skills and strategies
- Delivering a complete presentation
HPE Solutions
- How HPE can win against the competition
Selling HPE Hybrid Solutions
