EnsurepassQUESTION 71 Which option is the primary goal in business outcome-based selling?   A. improving agility and the ability to deploy innovative services for end users B. developing and enabling new business processes, markets, and customer interactions C. taking advantage of new technology to increase business relevance D. using next-generation IT to increase service quality and reduce risk, complexity, and costs   Correct Answer: B     QUESTION 72 Which three Read more [...]
EnsurepassQUESTION 61 Which three questions are specified by the Seven Elements Framework? (Choose three.)   A. Working environment characteristics? B. Existing relationship? C. Compliance with ISO 20K? D. Understanding of own and others interests? E. Consequences of not reaching agreement or support?   Correct Answer: BDE     QUESTION 62 Which three options are considerations you have to take into account when communicating the business outcomes story? (Choose Read more [...]
EnsurepassQUESTION 51 From the customer perspective, which are two benefits that result when moving from an on-premise solution to a Cloud solution? (Choose two.)   A. Recurring revenue stream B. Lower initial investment C. Higher ROI from investment D. Increased value of company E. Long-term business cycles benefits   Correct Answer: BC     QUESTION 52 In a cloud implementation scenario, what does the sales professional must take into consideration regarding Read more [...]
EnsurepassQUESTION 41 How does an open plan volume licensing model works?   A. It does not specify individual users, so any user can access the service. B. It provides the organization with an agreed number of users. C. The costs are directly related to usage, not quantity of users. D. The enterprise pays as it acquires services.   Correct Answer: D     QUESTION 42 Which one of the following solutions enables business outcomes in the financial industry?   Read more [...]
EnsurepassQUESTION 31 What is one benefit of using Porter's Value Chain?   A. To establish a framework for increasing revenue in the customer business and under project management control. B. To define the way the customer business affects the value to their solutions and services. C. To explain the competitive advantage of the customer business by comparing certain factors available to them. D. To help understand how different facets of the customer business affect their value Read more [...]
EnsurepassQUESTION 21 Which options are three examples of Critical Success Factors? (Choose three.)   A. Increasing manufacturing efficiency at a rate above increases in supplies B. Attracting and retaining more highly qualified staff versus competitors C. Providing a holistic perspective to the core business drivers and business outcomes D. Matching customer retention rate to customer retention objective E. Selling a greater share of profitable products to our customers   Read more [...]
Ensurepass  QUESTION 11 The customer mindset across verticals is changing as they become more aware of technology solutions and their influence on the organization. Which three options are characteristics of this customer mindset? (Choose three.)   A. Perspective towards technology services and solutions is same across industry verticals B. Less loyal to a specific vendor due to technology as a commodity and availability of service solutions C. Expect providers to sell products Read more [...]
EnsurepassQUESTION 1 Which two questions are used during high level outcome selling? (Choose two.)   A. What are the technical restrictions of business? B. How is progress vs. outcomes measured? C. How does talent architecture influence the definition of business outcomes? D. How are the goals of top executives achieved? E. What capabilities are needed to achieve the outcomes?   Correct Answer: BE     QUESTION 2 When selling business outcomes, which two options Read more [...]