In order to improve the management of Cisco sales; PBS Costa Rica was the venue for IT sales team training course. In 2015 PBS and Cisco are extending the alliance and presence in the region.
Sales professionals from Belize, Nicaragua, Curacao, Panama, Guatemala, Dominican Republic, El Salvador and Costa Rica received a crash course to improve account management skills focused on Business Outcomes. In this program, they reviewed topics related to trading, sales cycles, ability to build relationships based on trust, cycles, strategy and planning in key customer accounts.
“This initiative is part of a commitment we have with Cisco to grow in knowledge, business and customers. Some of the elements considered are increasing our certifications and resources, demand and value generation to our customers, “said Leonardo Velasquez Networking Regional Operations Director for PBS.
The executives participated in a workshop in which they had to develop a model with a recognized methodology for structuring relationships and business plans (proposed value, segmentation, relationships, costs, income stream, channels, etc. This Exercise was accompanied by theoretical review and the recommendations of the facilitators, this allowed an innovative approach on how to identify and address customer needs. Additionally they had an overview on the developments in different product lines and brand services.