ZOOM Training Solutions New Product Training: EXCEL BI NOW.
Transcript of ZOOM Training Solutions New Product Training: EXCEL BI NOW.
ZOOM Training Solutions
New Product Training:
EXCEL BI NOW
Copyright © 2013 Mindflash
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What Are Your Learning Objectives?
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Prepare your pitch
Identify customers with the ‘right’ problems and formulate solutions
Understand product features
Define the product benefits in customers’ terms
List top 3 customer problems and how Excel BI NOW solves those problems
Understand the new product and why it is important to customers
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EXCEL BI NOW
Excel BI NOW Is Different
Flexible services and pricing
Designed and organized by tasks, not by Excel features
Allows customers to select specific lessons
ZOOM Training Solutions Offers a Complete Solution
Live Classroom
Live Virtual Classroom
Recorded Sessions of Live Sessions
Excel BI NOW
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ZOOM Training Solutions Offers a Complete Solution
Live Classroom
Live Virtual Classroom
Recorded Sessions of Live Sessions
Excel BI NOW
High Quality, Flexible Solution
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Top Three Customer Problems
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Customers have many reports, but no analysis or business intelligence1Customers need people to know how to do specific business tasks2Customers are paying for expensive, training solutions that are too broad3
Jerry Fargo, VP of Sales, Northeastern Automotive
We need people who really know how to generate business intelligence, not just reports.
Excel BI NOW Solves Problems
Plenty of reports, butno analysis
Excel BI NOW tutorials are task and example specific
Customers need people who can perform specific
business tasks
Excel BI NOW is organized by task, not feature, making
lessons easier to find
Current training solutions are expensive and too broad
Customers only pay for specific lessons they need,
not entire courses
PROBLEM SOLUTION
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Customers Recognize the Benefits
Excel BI NOW tutorials are task and example specific
Excel BI NOW is organized by task, not feature, making
lessons easier to find
Customers only pay for specific lessons they need,
not entire courses
SOLUTION
Develop real experts who can produce business
intelligence and analysis
Targeted, relevant learner experience means more
engagement and learning
Saves money on training investments
SOLUTIONBENEFIT
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Excel BI NOW Solves Your Training Needs
Excel Lessons in
Video (Easy to Follow,
See, and Replay)
Lessons Named by Task, Not by Excel Feature
Searchable Database
of Tutorials
Status and Completion
Tracking
Community Discussion
Forums Categorized
by Task
Flexible Subscription Model That
Is Cost Effective
Excel BI NOW Features
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Let’s Review
1. Why is Excel BI NOW different from other products on the market?
• Allows customers to select specific lessons
• Designed and organizes by tasks not by Excel features
• Flexible services and pricing
• All of the above
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Let’s Review
2. If a customer states that their problem is that they have plenty of reports, but no analysis, which Excel BI NOW solution would you suggest?
• Learn in the context of how to apply what was learned
• Excel BI NOW is organized by task, not Excel feature
• Customers only pay for specific lessons needed
• Live Classroom training
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Let’s Review
3. The Benefit(s) of Excel BI NOW include (multiple answers):
• Since lessons are relevant, learners will learn more
• Training will take less time
• Customers will save money
• Lessons target specific features of Excel
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Apply the Sales Process
Establish Relationship
Identify Problem
Formulate Solution
Make the Sale
Follow Up
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Scenario 1Regular Customer Stopped Signing Up for Training
How important is Excel as a skill you want your
people to have? How much do you budget for Excel training?
Paying for training/content
that is not relevant just to get to the good
stuff.
Excel BI NOW Targeted Lessons
If you started using our new
product, Excel BI NOW, you only need pay for
lessons you want, and since you are
only buying specific lessons, you are paying a much lower rate
than for live classroom.
QUESTION PROBLEM SOLUTION PITCH
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Scenario 2Live Multi-Day Training Is Too Expensive
How important is Excel as a skill you want your
people to have? How much do you budget for Excel training?
Don’t have $20,000 per
quarter to spend on live training. Some number
much less than that.
Excel BI NOW— Select Entire
Catalog of Lessons
If you started using our new
product, Excel BI NOW, you only need pay for
lessons you want, and since you are
only buying specific lessons, you are paying a much lower rate
than for live classroom.
QUESTION PROBLEM SOLUTION PITCH
Let’s Review
Place the following steps of the sales process in the right order:
1. Establish Relationship
2. Identify Problem
3. Formulate Solution
4. Make the Sale
5. Follow Up
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Let’s Review
Which two steps of the sales process should you focus on as you begin to speak with customers about Excel BI NOW (multiple answer)?
• Establish the Relationship
• Identify the Problem
• Formulate a Solution
• Make the Sale
• Follow Up
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Let’s Review
When Beginning the Sell Excel BI NOW, you should focus on reaching out to existing customers first.
• True
• False
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Excel BI NOW Is a Complete Training Solution!
Final Assessment
Our customers have expressed that one of their biggest problems is that they have plenty of reports, but no business intelligence.
• True
• False
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Final Assessment
What our customers really want is people who know how to conduct specific business tasks producing business intelligence, not know how to use every feature of Excel.
• True
• False
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Final Assessment
One major benefit of Excel BI NOW is that:
• The content is better than the competition
• Customers will be more satisfied with the training
• Customers will gain real experts who can product business intelligence, rather than just reports
• Customers will save time with less training
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Final Assessment
The Benefit(s) of Excel BI NOW include (multiple answers):
• Since lessons are relevant, learners will learn more
• Training will take less time
• Customers will save money
• Lessons target specific features of Excel
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Final Assessment
One of the most important benefits customers will realize is that Excel BI NOW:
• Teaches customers everything they need to know about how to use Excel
• Supports the Excel training efforts of our customers
• Reduces time in training for our customers
• Help develop real experts who can produce business intelligence and analysis, rather than just reports
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Thank You!
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