ZOOM Training Solutions New Product Training: EXCEL BI NOW

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What Are Your Learning Objectives? Copyright © 2013 Mindflash 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 Copyright © 2013 Mindflash 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 Copyright © 2013 Mindflash

ZOOM Training Solutions Offers a Complete Solution Live Classroom Live Virtual Classroom Recorded Sessions of Live Sessions Excel BI NOW High Quality, Flexible Solution Copyright © 2013 Mindflash

Top Three Customer Problems Copyright © 2013 Mindflash Customers have many reports, but no analysis or business intelligence 1 Customers need people to know how to do specific business tasks 2 Customers are paying for expensive, training solutions that are too broad 3 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, but no 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 Copyright © 2013 Mindflash

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 SOLUTION BENEFIT Copyright © 2013 Mindflash

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 Copyright © 2013 Mindflash

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 Copyright © 2013 Mindflash 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 Copyright © 2013 Mindflash Add quiz in Mindflash

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 Copyright © 2013 Mindflash Add quiz in Mindflash

Apply the Sales Process Copyright © 2013 Mindflash Establish Relationship Identify Problem Formulate Solution Make the Sale Follow Up

Scenario 1 Copyright © 2013 Mindflash Regular 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. QUESTIONPROBLEMSOLUTIONPITCH

Scenario 2 Copyright © 2013 Mindflash Live 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. QUESTIONPROBLEMSOLUTIONPITCH

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 Copyright © 2013 Mindflash Add quiz in Mindflash

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 Copyright © 2013 Mindflash Add quiz in Mindflash

Let’s Review When Beginning the Sell Excel BI NOW, you should focus on reaching out to existing customers first. True False Copyright © 2013 Mindflash Add quiz in Mindflash

Copyright © 2013 Mindflash 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 Copyright © 2013 Mindflash Add quiz in Mindflash

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 Copyright © 2013 Mindflash Add quiz in Mindflash

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 Copyright © 2013 Mindflash Add quiz in Mindflash

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 Copyright © 2013 Mindflash Add quiz in Mindflash

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 Copyright © 2013 Mindflash Add quiz in Mindflash

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