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Which are four considerations to have in mind when communicating the business outcomes story? (Choose four.)

• A.Share your findings about stakeholder analysis with the audience.
• B.Structure the content to the audience - one size does not fit all.
• C.Use consistent formats and designs that the audience is familiar with.
• D.Prioritize lines of business, strategic plan and operating issues.
• E.Address key motivators, business drivers, and the value that business outcomes bring to the customer.
• F.Create the presentation in terms that the audience understands.

Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.)

• A.Executives
• B.Decision makers
• C.Suppliers
• D.Influencers
• E.Employees

What should a sales professional use to ensure a clear understanding of the top priorities of an organization during a business outcome selling?

• A.A technology gap analysis of the organization's infrastructure.
• B.The list of CSFs and KPIs of the organization.
• C.A study of the impact that the current state of technology has on the business.
• D.The analysis of the consumption model that the customer is looking to implement.

Which are three characteristics of key performance indicators (KPIs)? (Choose three.)

• A.KPIs measure progress against goals
• B.KPIs define what needs to happen to achieve desired results within a timeframe
• C.KPIs must be strategic and tactical in nature
• D.KPIs are set according to magnitude and urgency
• E.KPIs can be financial, managerial, or operational

Which two options provide financial benefits of business outcome-based selling? (Choose two.)

• A.Reduced CAPEX and lower project costs.
• B.New mindset and new capabilities
• C.Process efficiencies and faster time to market for new solutions.
• D.Increased accountability and a better understanding of resource use.