OnlineCourse Details
The Relayr Sales Enablement Training for Account Managers (RSEAM) course is a one-day instructor-led training, where you will discover the keys to unlocking IoT opportunities by leveraging the relayr IoT platform and solutions.
In this course, you will also learn how to foster a more strategic and deeper relationship with new Line-of-Business (LOB) with your stakeholders while ensuring your continued relevance as IoT impacts your customer’s organisation and business model.
Objectives
At the end of this sales enablement training, you will be able to:
- Understand Buyer Needs – including industry trends, common business problems, and the competitive options available to buyers to solve their issues
- Position and Sell New Product, Services, and Solutions – get up to speed quickly on relayr IoT Solutions and offerings
- Deal with Objections – learn how to respond to common objections with answers that have been proven to put the buyer at ease and change their thinking about quick and easy it is to transact on an IoT solution
- Pitch with Confidence – provide reps with the knowledge and tools they need to inspire confidence when having engaging conversations with customer stakeholders
- Produce Faster – new Account Managers start producing in less time with a solid Sales Enablement program
- Equip Champions within Buyer Organizations – instil the appropriate relayr messaging and positioning that customer ‘champions’ can use to internally sell relayr IoT solutions
Outline
Module 1: Core Foundations of IoT by relayr
- IoT opportunity overview
- Digital transformation of the Enterprise
- Making sense of data
- IoT from Relayr’s perspective
- IoT stack overview
- Relayr’s role
- Ecosystem partners
- Market opportunities with relayr
- Manufacturing
- Buildings
Module 2: Unlocking Business Outcomes with relayr
- Joint offerings and value propositions
- relayr and Cisco sales opportunity reference card
- Relayr’s partnership with Cisco
- Join Cisco and relayr offerings
- Digital Ceiling
- Connected asset management for manufacturing
- IoT solution lifecycle
- Value of joint offerings to create business outcomes
- Go-to-market strategy and focus
- Engagement model
- Partner enablement framework
- Sales organization
Module 3: Vertical Selling Discovery Process
- Selling strategies for manufacturing
- Elements of an industrial controlled manufacturing environment
- Industry standards
- Manufacturing key performance indicators
- Buyer intelligence
- Personas
- Buying process stage map
- Discovery process for manufacturing
- Digital hub use cases
- Selling strategies for buildings’ vertical
- Buildings overview
- New construction
- Existing smart buildings
- Legacy buildings
- Problem areas with buildings
- Operations and facility management
- Energy efficiency and sustainability
- Vacancy management and occupant experience
- Buyer intelligence
- Personas
- Buying process stage map
- Discovery process for buildings
- Digital hub use cases
- Buildings overview
Module 4: IoT Sales Workshop
- “Buyer need” in key messaging
- The decision-making process
- Key requirements
- Buyer stakeholders
- Timeframe for a purchasing decision
- IoT sales methodology – align the customer problem-solving lifecycle to the IoT sales process lifecycle
- Stage 1: Building the Need / Prospecting
- Stage 2: Discovery / Qualification
- Stage 3: Consideration / Demo
- Stage 4: Decision and Purchase / Proposal
- Stage 5: Review / Reassure
- Resources for sales
- Deal approval process
- Forecasting
- Booking and compensation model
- Ordering guides information
- Field enablement
- PoC, demo facilities and kit
- Ecosystem Partner portal
- Explore existing reference accounts
Target Audience
- Account Managers
- Account Executives
- Business Development Managers
- Technical sellers
Prerequisites
It is highly recommended that you have successfully completed, participated and are certified in Cisco Business Value Specialist Certification.