ZOOM Training Solutions New Product Training: EXCEL BI NOW.

ZOOM Training Solutions

New Product Training:

EXCEL BI NOW

Copyright © 2013 Mindflash

<<add PM Introduction video>>

What Are Your Learning Objectives?


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


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


ZOOM Training Solutions Offers a Complete Solution

Live Classroom

Live Virtual Classroom

Recorded Sessions of Live Sessions

Excel BI NOW

High Quality, Flexible Solution


Top Three Customer Problems


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


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


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


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


Add quiz in Mindflash

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



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




Apply the Sales Process

Establish Relationship

Identify Problem

Formulate Solution

Make the Sale

Follow Up


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


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



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



Let’s Review

When Beginning the Sell Excel BI NOW, you should focus on reaching out to existing customers first.

• True

• False




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



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



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



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



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



Thank You!

ZOOM Training Solutions New Product Training: EXCEL BI NOW.

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