SALES SKILLS - ROLE FEBRUARY 2020

VERSION 2.0

BASED LEARNING PATHS

HP UNIVERSITY HP University learning paths provide guidance on the order in
YOUR LEARNING. YOUR WAY. which you should complete courses to build the competencies
essential to your sales role.

To get started, please click on your role below.

ACCOUNT MANAGER

INSIDE SALES
COURSE
DETAILS
SALES MANAGER INDEX

TECHNICAL CONSULTANT
 ACCOUNT
MANAGER KEY:
RECOMMENDED Web (Self-paced)
Executive Level Adv. Negotiation Becoming a Virtual Classroom
Selling Techniques Strategic Advisor Endpoint Security
Program Overview Classroom
(2 Days) (2 Days) (30 Min)
Guided Online/
Blended

ADVANCED
New! New!
Sales
Course registration?
Emotional Strategic Solution Storytelling Hunting New Business Selling to Financial Acumen Objection Handling
Presentations Intelligence for Sales Selling Development Procurement for Sales For Security
Go to HP University.

(1 Day) (1 Day) (2 Days) (1 Day) (1 Day) (1 Day) (2 Hrs.) (1 Hr.)

INTERMEDIATE Outcome Based COURSE

Selling New! DETAILS
Intro to Time Driving Sales Creating Business Sales Driving Intro to
Creating a
Contractual Management with Diversity Effective Social Meeting & Case Relationship Fundamentals Win Coaching Personalized Emotional (30 Min) INDEX
Selling for Sales and Inclusion Communications Selling Call Planning Development Mapping of Negotiations Fundamentals Customer Intelligence
Strategy
Interactions New!
(30 Min) (30 Mins) (30 Min) (45 Min) (30 Min) (30 Min) (30 Min) (60 Min) (45 Min) (45 Min) (30 Min) (30 Min)
(30 Min) New!
START

FUNDAMENTAL
Click the course
name to view the CORE CURRICULUM Learning Paths by Role
course details. MENU
 KEY:
RECOMMENDED Web (Self-paced)
INSIDE Virtual Classroom
Endpoint Security
SALES
Program Overview Classroom

Guided Online/
Blended
New!
New! Becoming a Objection
Financial Acumen Advanced
Sales Emotional Selling to for Sales Negotiation Strategic Handling
Presentations Intelligence for Sales Procurement Techniques Advisor For Security
(2 Hrs.)
(1 Day) (1 Day) (1 Day) (2 Days) (30 Min) (30 Min)
Course registration?
Go to HP University.

ADVANCED/INTERMEDIATE
Intro to
Intro to Time Driving Sales Intro to Creating Fundamentals Driving Emotional
Contractual Management with Diversity Social Inside Intro to A Win Meeting and Of Creating Effective Relationship Sales Coaching Personalized Intelligence
Selling for Sales and Inclusion Selling Selling Inside Selling Strategy Call Planning Negotiations Communications Mapping Fundamentals Customer New!
COURSE
Interactions (30 Min)
(30 Min) (30 Mins) (30 Min) (30 Min) (1 Hour) (1.5 Days) (30 Min) (45 Min) (60 Min) (45 Min) (30 Min) New!
DETAILS
(30 Min) (45 Min)
INDEX
START

Click the course

name to view the
FUNDAMENTAL
course details.

CORE CURRICULUM Learning Paths by Role

MENU
 SALES
MANAGER KEY:
RECOMMENDED Web (Self-paced)

Executive Level Adv. Negotiation Virtual Classroom

Selling
Endpoint Security
Techniques
Program Overview Classroom
(2 Days) (2 Days) Guided Online/
Blended

ADVANCED
New! New!
Sales Leading Sales Emotional Financial Acumen Course registration?
Objection Handling for
Presentations Teams Intelligence for Sales Storytelling for Sales Security Go to HP University.

(1 Day) (2 Days) (1 Day) (1 Day) (2 Hrs.) (1 Hr.)

INTERMEDIATE COURSE
Driving Sales with Driving
DETAILS
Intro to Becoming a Time Management Diversity and Inclusion Creating Effective Fundamentals of Sales Coaching INDEX
Personalized Intro to Emotional
Contractual Selling Strategic Advisor for Sales Communications Negotiations Fundamentals Intelligence New!
Customer
(30 Min) Interactions
(30 Min) (30 Min) (30 Mins) (45 Min) (45 Min) (45 Min) (30 Min)
(30 Min) New!
START

Click the course FUNDAMENTAL

name to view the
course details. CORE CURRICULUM Learning Paths by Role
MENU
 KEY:
RECOMMENDED Web (Self-paced)
TECHNICAL Virtual Classroom
CONSULTANT Endpoint Security
Program Overview Classroom

Guided Online/
Blended

Strategic Solution Adv. Negotiation Financial Acumen Sales

Selling Techniques Storytelling For Sales Presentations

(1 Day)** (2 Days) (1 Day) (2 Hours) (1 Day)

Course registration?
Go to HP University.

ADVANCED/INTERMEDIATE
Driving Sales with Driving
Creating Effective Becoming a Diversity and Time Management Creating a Social Personalized Fundamentals Outcome Based
Communications Strategic Advisor Inclusion for Sales Win Strategy Selling Customer of Negotiations COURSE
Selling New!
Interactions DETAILS
(45 Min) (30 Min) (30 Min) (30 Mins) (30 Min) (30 Min) (30 Min) (45 Min)
New! (30 Min)
INDEX
START

Click the course FUNDAMENTAL

name to view the
course details.
CORE CURRICULUM Learning Paths by Role
MENU
S A L E S S K I L L S COU RS E D E TAI L S - I N D EX
Classroom WBT WBT
(Instructor Led Trainings) (Online, Self-paced trainings) (Online, Self-paced trainings)

Advanced Negotiation Techniques 2 Days Becoming a Strategic Advisor 30 Min Intro to Contractual Selling 30 Min

Creating a Win Strategy 30 Min The role of the Sales Manager 30 Mins
Financial Selling Workshop 1 Day
Creating Effective Communications 45 Min HP Megatrends 30 Min
Leading Sales Teams 2 Days
Driving Sales with Diversity and 30 Min Sales Coaching Fundamentals 45 Min
Selling to Procurement 1 Day Inclusion
Intro to Emotional Intelligence New! 30 Min
Financial Acumen for Sales 2 Hours
Executive Level Selling 2 Days Outcome Based Selling New! 30 Min
Fundamentals of Negotiation 45 Min
Objection Handling for Security New! 1 Hour
Hunting: New Business Development 1 Day Intro to Business Case Development 35 Min
Driving Personalized Customer New! 30 Min
Introduction to Inside Selling 1.5 Days Introduction to Inside Selling 60 Min Relationships using SOCIAL STYLES®

Storytelling 1 Day Meeting and Call Planning 30 Min

LEARNING NUGGETS CATALOGUE
Social Selling 30 Min (3-5 Micro Learning Videos)
Sales Presentations 1 Day
Time Management for Sales 30 Min
Strategic Solution Selling 2 Days ENDPOINT SECURITY
Relationship Mapping 60 Min PROGRAM OVERVIEW
Emotional Intelligence for Sales 1 Day Margin Maximization 30 Min

Learning Paths by Role

MENU

Effective negotiating requires
an understanding of your
customer as well as their core
priorities and objectives.
REGISTER INTEREST
During this course you will learn how to:
ADVANCED NEGOTIATION TECHNIQUES
▪ Review the key principles of negotiation (preparing, at the table, and
Are you… closing a negotiation)
DAY 1
▪ Prepare for negotiations
Having trouble honing your negotiation skills for specific ▪ Put yourself in the customer’s position
business situations?
Struggling to fully understand your customer’s perspective?
Negotiate your way through complex deals
DAY 2
▪
Dealing with tough price objections? ▪ Manage price objections that can cause problems
We can help… Pre-work required:
Advanced Negotiation Techniques gives you the opportunity ▪ Fundamentals of Negotiations WBT
to practice negotiation skills from seller and customer
Build these skills:
perspectives with team activities and simulated negotiations.
▪ Influencing Gatekeepers ▪ Persuasion
This course presents best practices and strategies for ▪ Negotiations ▪ Listening
negotiating in a way that develops customer relationships ▪ Questioning
and communicates value.
Who should attend?
You will learn how to approach negotiations with a learn
▪ Account Managers ▪ Technical Consultants
plan to help you arrive at the best common position for ▪ Sales Managers
both parties. ▪ Inside Sales
2 Days Classroom 20 Max Attendance Learning Paths Menu Course Details Index
 EMOTIONAL INTELLIGENCE FOR SALES During this course you will learn how to:

Are you…
Struggling to control your own and your customer’s feelings
in an emotionally charged customer situation?
Regretting later how you reacted in the heat of the moment?
Finding it difficult to build positive relationships with your
customers?
We can help…
Emotional Intelligence for Sales is a different kind of classroom
experience where you will not be focussing on hard sales skills
but instead will take time to self-reflect and consider the
emotional side of sales conversations.
This one day course covers the five competencies of emotional
COURSE OUTLINE
• Describe the Emotional Intelligence competencies.
• Identify your own emotions and behaviors.
• Demonstrate self-regulation of emotions.
• Apply Emotional Intelligence to improve relationships
with customers.
Pre-work required:
▪ Introduction to Emotional Intelligence WBT
▪ Driving Personalized Customer Interactions using SOCIAL STYLES
WBT
Build these skills:
▪ Emotional Intelligence ▪ Conflict Management
▪ Engaging with new prospects
Recommended Roles

intelligence and focusses in particular on self awareness, self ▪ Account Managers ▪ Sales Managers
▪ Inside Sales
regulation and social skills. You will gain some insights into why
Display Emotional you react the way you do and learn some simple tools for
staying calm in the face of difficult customer situations.
Intelligence to improve
your customer
relationships
REGISTER INTEREST

1Day Classroom 12 Max Attendance Learning Paths Menu Course Details Index
 FINANCIAL SELLING WORKSHOP During this course you will learn how to:

▪ Discuss participantSession pricewith

challenges $20kthe pre-work

COURSE OUTLINE
Are you… ▪
USD
Report on your findings from the pre-work
▪ Review financing and contractual consumptions models, financial
Trying to analyze financial statements to identify financial
drivers that show need and positioning strategies
approaches for positioning HP solutions?
▪ Leverage and practice strategies for early and late sales cycle
Unsure of how to drive a value conversation with conversations

your customer?
Struggling to identify and position appropriate financing

PREREQUISITES
Pre-work
options with your customer? ▪ Financial analysis of a customer, collect data and some ideas for a
We can help… solution

The Financial Selling Workshop gives you the opportunity to

practice having financial conversations with real customers.
Build these skills:
Use financial information to position the value of HP
▪ Financial acumen ▪ Closing
solutions and leverage best practices for engaging in
▪ Executive presence & partnering ▪ Information gathering
strategic-level financial conversations with customer
▪ Storytelling
stakeholders.
Understanding customer Who should attend?
Account Managers
financial information enables ▪

you to appropriately position

the value HP brings.
REGISTER INTEREST

1 Day Classroom 16 Max Attendance Learning Paths Menu Course Details Index
 LEADING SALES TEAMS During this course you will learn how to:

Planning
Are you… ▪ Create an ambition

DAY 1
▪ Plan a Sales Strategy– from analysis to strategy creation
Trying to create a long-term ambition for your business?
▪ Team engagement and motivation
Unsure how to establish your sales strategy and develop
a high-performing team? Manage sales performance
▪ High Performance Sales Teams
Lacking a clear strategy for monitoring sales execution ▪ Management by objectives
and team progress? ▪ KPIs

DAY 2
▪ 1:1s and Coaching
Drive sales execution
▪ Priority management
We can help…
▪ Operational execution
In Leading Sales Teams, you will learn how to drive your HP
business through the development of team engagement Pre-requisites
and motivation, a sound sales strategy and a strong Learners should bring ▪ Current sales ambition and strategy
to the course: ▪ KPIs for their business and team
execution process. ▪ Funnel data
As a you work toward these outcomes, you will focus on Build these skills:
coaching, sales performance management, and driving ▪ Coaching ▪ Account planning

sales execution. ▪ Teambuilding ▪ Forecasting

High performing sales teams ▪ Managing up ▪ Territory management & planning
have a clear strategy that ▪ Shielding

guides their work. Who should attend?

▪ Sales Managers
REGISTER INTEREST

2 Days Classroom 16 Max Attendance Learning Paths Menu Course Details Index
 SELLING TO PROCUREMENT During this course you will learn how to:

Inside the buyer’s head

Are you…
▪ Procurement roles and mission

Looking to engage more effectively with your customer's ▪ Procurement challenges

▪ Buyer strategies
Procurement organization?
Navigate procurement situations

Procurement organizations are
increasingly influential in the
COURSE OUTLINE
Seeking to understand the core Procurement category
management process and how it impacts buying
decisions?
Finding yourself wanting to practice negotiating plans and
executing approaches taken with Procurement?
We can help…
Selling to Procurement focuses on how to navigate and
partner with customer Procurement organizations. Develop a
strong procurement approach and better understand the
core category management process.
You will have the opportunity to practice the critical skills
required to effectively engage with Procurement through a
case study and group activities.
▪ Procurement profiles / common orgs
▪ Relationship mapping and building in procurement
▪ Effectively engaging procurement
▪ Dealing with different procurement situations
Develop & execute your approach
▪ Developing the right procurement approach (flexible)
▪ Presenting recs to procurement
▪ Negotiating with procurement
▪ Procurement in the future
Pre-work required:
▪ Strategic Solution Selling
Build these skills:
▪ Navigating the organization ▪ Persuasion
▪ Influencing gatekeepers ▪ Creating & submitting proposals
Who should attend?

sales cycle. ▪ Account Managers

▪ Inside Sales

REGISTER INTEREST

1 Day Classroom 16 Max Attendance Learning Paths Menu Course Details Index

To engage successfully with
an executive you must “speak
their language.” Learn how to
establish credibility by gaining
an understanding of executive
concerns and priorities.
REGISTER INTEREST
EXECUTIVE LEVEL SELLING During this course you willlearn
yo will learnhow
howto:
to:
▪ Understanding and identifying executives
▪ Executive presence
Are you… ▪ Personal brand
DAY 1
▪ The customer landscape
Struggling to gain access to the right executive to discuss
▪ Financial and other reports
specific business opportunities? ▪ Financial ratios
Looking to craft messaging that will capture the attention of
▪ Early sales cycle conversations
senior level customers?
DAY 2
▪ Building and maintaining positive relationships with customers
Confirming the understanding of customer’s drivers
Seeking to understand how companies measure business
▪ Late sales cycle conversations
performance and make investment decisions?
Pre-work required:
We can help… ▪ Selling to Executives ▪ Business Value Framework
▪ 5 Critical Tips for selling to the ▪ Inspire your audiences with stories
Executive Level Selling provides tools and techniques to help C-suite buyer
you gain access to and hold business focused conversations ▪ Financial Acumen Parts 1 and 2 WBT
with customer executives. You will examine what drives
Follow up:
different executives, how to navigate the relationship, and how
▪ Megatrends
to complete the selling cycle.
Build these skills:
This classroom offering provides opportunities to engage in ▪ Building customer advisors ▪ Information gathering
business scenarios and receive expert and peer coaching. ▪
▪
Exec presence & partnering ▪ Navigating the organization
Financial acumen
Who should attend?
▪ Account Managers ▪ Sales Managers
▪ Inside Sales
2 Days Classroom 16 Max Attendance Learning Paths Menu Course Details Index

Having a structured process for
researching, establishing and
developing opportunities
increases quantity and quality
of the pipeline for hunters
and farmers.
REGISTER INTEREST
HUNTING: NEW BUSINESS DEVELOPMENT During this course you will learn how to:
Complete the groundwork
▪ Target accounts to hunt – critical research areas and questions to ask
Are you…
▪ Build a contact strategy
Session price $20k
Looking to improve your process for identifying potential ▪ Build credibility andUSD
gaining access – managing gatekeepers
customers?
COURSE OUTLINE
Prepare to succeed
Struggling to optimize the time you spend developing your
▪ Conduct research calls to get to know the account and the company
business across variousaccounts? ▪ Qualify the deal – is it winnable, desirable, deliverable?
Looking to accelerate the sales process by asking purposeful
Define, deliver and close the deal
questions at the appropriate time?
▪ Manage the RFP/RFQ process to increase success rate
We can help… ▪ Define the business case
▪ Deliver the proposal, handle objections and close the deal
Hunting: New Business Development provides a set of easy to
use tools to help you more effectively identify and progress Pre-requisites:
new opportunities. You will explore methods for carrying out Participants need to bring to the course information on 1 or 2 prospects in
target account research, creating a contact strategy, and the early stages of the sales cycle.
managing gatekeepers. Additional topics include the Request Build these skills:
for Proposal (RFP) / Request for Quotation (RFQ) process, ▪ Building customer advisors ▪ Information gathering
business cases, handling objections, negotiations and closing. ▪ New business acquisition ▪ Influencing gatekeepers
▪ Account planning
This classroom course provides the opportunity to practice
Who should attend?
implementing concepts and receive coaching.
▪ Account Managers
1 Day Classroom 20 Max Attendance Learning Paths Menu Course Details Index
 INTRODUCTION TO INSIDE SELLING During this course you will learn how to:

Navigate the phases of the call

Persuade the customer

DAY 1
▪
Are you… Session price $20k
▪ Manage the conversation
USD
An Inside Seller struggling todistinguish yourself from ▪ Close the discussion
a telemarketer?
Discover the tools and Drive the conversation forward

DAY 2
▪ Get past the gatekeepers
Having trouble navigating thecustomer organization and
techniques needed in each ▪ Develop a call plan
influencing gatekeepers?
component of the inside sales ▪ Respond to customer objections

Wanting to build customeradvisors?

call – from preparing to Related courses

RESOURCES
closing. We can help… ▪ Introduction to inside selling (web-based training)

PRE-
Supporting materials
Introduction to Inside Selling will strengthen the calls you ▪ Making effective sales calls
make to your customers. You will practice how to prepare, ▪ Call etiquettes and assessment with feedback
drive, and close the calls effectively, including how to assess
and better understand customers over the phone to help
Build these skills:
them move through the salesprocess.
▪ Influencing gatekeepers ▪ Telephone sales
This classroom offering provides opportunities to practice and ▪ Questioning ▪ Sales call planning
role-play different tools and techniques for inside selling. ▪ Persuasion ▪ Closing
▪ Listening

Who should attend?

▪ Inside Sales

REGISTER INTEREST

1.5 Days Classroom 20 Max Attendance Learning Paths Menu Course Details Index
 SALES PRESENTATIONS During this course you will learn how to:

Are you…
▪ Develop compelling sales messages
Having trouble establishing a rapport with the customer

COURSE OUTLINE
▪ Structure a presentation to effectively deliver your sales proposal
during a presentation? ▪ Deliver an effective sales presentation to an executive audience
▪ Critique sales presentations for effective design and clarity
Struggling to convey your message effectively during a
▪ Critique sales presentation behaviors to improve stand-up
presentation?
presentation skills
Seeking to craft compelling messages for an audience?

PREREQUISITES
We can help… Please ensure you have completed the Creating Effective
Sales Presentations will help you craft compelling messages Communications course before attending this session.

using effective visuals and delivering the message to an

executive audience with confidence.
Build these skills:
You will learn how to use body language and your voice ▪ Sales presentations ▪ Executive presence & partnering
effectively during a presentation. In addition, you will learn ▪ Storytelling
how to effectively structure a message and storyboard your
Who should attend?
presentation. In addition, you will have multiple
▪ Account Managers
opportunities to present what you learn.
Ensure a positive start to a ▪ Inside Sales
Sales Managers
campaign by delivering an ▪
▪ Technical Consultants
effective sales
presentation.
REGISTER INTEREST

1Day Classroom 12 Max Attendance Learning Paths Menu Course Details Index

Crafting a well structured story
that is tuned to your audience
can lead to deep and
meaningful connections.
REGISTER INTEREST
STORYTELLING During this course you will learn how to:
Are you… ▪ Review message creation principles for creating effective
communications Session price $20k
COURSE OUTLINE
Looking for inspiring ways or techniques to engage with ▪ Analyse the elements
USDof a good persuasive story and the key
your clients? structures that make for a successful story
▪ Target your story to your audience by crafting visuals and language
Wanting to differentiate yourself from the competition and
that are part of your customers language
delivering a pitch that resonates with your specific ▪ Repeatedly practice delivering a story
audience?
In need of a place to safely test and hone your storytelling
capabilities with real-time feedback? Pre-work required:
▪ Please make sure you have completed the Creating Effective
We can help…
Communications course
Storytelling will allow you to explore the skills for crafting
Build these skills:
your business value proposition into a compelling story that
▪ Influencing gatekeepers ▪ Storytelling
targets the client’s value levers. You will study the key
▪ Persuasion ▪ Sales presentations
elements of a good story, how to tailor it to your audience
and how to deliver it with maximum impact. Who should attend?
▪ Account Managers ▪ Technical Consultants
During the session you will engage in discussion and have
▪ Sales Managers
the opportunity to practice your skills in an interactive
manner by creating and delivering several different selling
stories.
1 Day Classroom 16 Max Attendance Learning Paths Menu Course Details Index
 STRATEGIC SOLUTION SELLING During this course you will learn how to:

▪ Identify the customer’s competitive situation, values and Key

Are you… Performance Indicators

DAY 1
Having trouble navigating the customer organization, and
identifying what matters to each stakeholder?
Wishing to overcome your customer’s perception of you
▪ Map customer relationships and plan to develop them accordingly
▪ Develop your big idea and verify your assumptions with the customer
▪ Examine the deal to make sure it makes sense to pursue
Adapt your financial understanding of the customer into a

DAY 2
▪
as a provider of products instead of solutions? value based statement
▪ Create your value story and delivering to the customer
Struggling to uncover opportunities and present ideas, in
order to position yourself as a strategic advisor? Recommended courses to take prior:

Your customer’s challenges are
your opportunities. Learn how to
uncover and use them to drive a
solution oriented sale.
PREREQUISITES
We can help… ▪ Introduction to business case development
▪ Creating a win strategy
Strategic Solution Selling will immerse you in realistic ▪ Relationship Mapping
business problems, and provide strategies to uncover key
customer business challenges, craft proposals and deliver Build these skills:
the right messages to the right customers. ▪ Relationship mapping ▪ Sales call planning
▪ Information gathering ▪ Influencing gatekeepers
You will craft proposals that address key needs and get a
chance to practice critical skills as you work in teams to solve
▪
▪
Building customer advisors ▪ Storytelling
Navigating the organization
realistic business problems that stretch across the HP Sales
Who should attend?
Stages. The goal is to move towards a solution oriented sale,
▪ Account Managers ▪ Technical Consultants
helping you build deeper relationships, Minimize wasted
selling effort, and drive bigger deals.

REGISTER INTEREST

2 Days Classroom 20 Max Attendance Learning Paths Menu Course Details Index
WEB (SELF-PACED)
COURSES
 BECOMING A STRATEGIC ADVISOR During this course you will learn how to:

Session price $20k

COURSE OUTLINE
Are you… USD
▪ Become a strategic advisor and what’s important in this quest
▪ Aiming to deliver true value to your customer’s business? ▪ Make a positive impact on HP’s business
▪ Looking to build trust so your customer seeks you out for advice? ▪ Prepare a customer before a meeting
▪ Wanting to build a deep and long lasting relationship with your
customer?

We can help…
This learning experience is made up of five learning nuggets that cover the
basics of becoming a strategic advisor, as well as several examples from
HP Sales people on what being a strategic advisor means to them.
The first video provides an introduction to being a strategic advisor, how to Build these skills:
make a good first impression through your personal brand and how to ▪ Building Customer/Partner Advisors
build long lasting relationships. The other videos are of a variety of HP ▪ Customer/Partner Business Outcome focus
Sales Reps covering topics such as:
Who should attend?
▪ What makes a sales representative a strategic advisor and how it
Understand how to become has a positive impact on HP’s business
▪ Account Managers
▪ Inside Sales
a strategic advisor and ▪ How to prepare the customer before a meeting and get into a
meaningful dialog with them.
deliver true value to your ▪ What makes a sales representative a strategic advisor.
customer’s business. ▪ Aspects that are important for becoming a strategic advisor

TAKE THE TRAINING

30 Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Explore what building a great
win strategy takes and how to
avoid common pitfalls. Enhance
your competitive
intelligence and business
acumen now.
TAKE THE TRAINING
CREATING A WIN STRATEGY During this course you will learn how to:
▪ Explain a win relationship
Are you… ▪ Identify the inputs into a win strategy
COURSE OUTLINE
▪ Describe the importance of SWOT analysis in understanding the
Searching for tools to help you assess the competition and competition
develop a competitive strategy? ▪ Describe the different types of competitive strategies
Looking for a method to understand and leverage your own ▪ Describe the elements required to build and execute a win strategy
strengths and weaknesses? ▪ Identify the common mistakes in formulating a win strategy
▪ Explain how to carry out a win/loss analysis
Struggling to close the deal and get your customer to
“yes”? Build these skills:
We can help… ▪ Competitive intelligence ▪ Business acumen
▪ Information gathering
Creating a Win Strategy will guide you through the key
Who should attend?
inputs and elements for a solid win strategy. Study
▪ Account Managers ▪ Technical Consultants
techniques like SWOT analysis, building win themes, and
gathering insights to gain a competitive advantage.
▪ Inside Sales
This course is self-paced and includes online interactions as
well as knowledge checkpoints throughout.
30Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index
 CREATING EFFECTIVE COMMUNICATIONS During this course you will learn how to:

▪ Understand the importance of audience analysis and tailoring the

Session price $20k
Are you… message to your audience
USD

COURSE OUTLINE
Looking for methods to connect with your audience? ▪ Understand the importance of message planning
▪ Identify what information and how much to include in your message
In need of techniques for developing a compelling
▪ Learn how to draft and deliver your message confidently
storyline? ▪ Create a compelling storyline for a presentation
Unsure how to use visuals that will engage your customers ▪ Understand the importance of supporting your message with relevant
and reinforce your message? visuals

We can help… Build these skills:

Creating Effective Communications covers the ▪ Persuasion ▪ Sales presentations
fundamentals of building a clear and compelling message ▪ Storytelling
that is targeted to a sales audience. You will learn how to
clarify your message tailored to your audience and how to Who should attend?
use an effective structure and visuals to enhance the ▪ Account Managers ▪ Technical Consultants
message. ▪ Sales Managers
This course is self-paced and includes online interactions ▪ Inside Sales
as well as knowledge checkpoints throughout.

A well structured and

compelling message is key to
engaging your audience.

TAKE THE TRAINING

45Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Including HP’s focus on
Diversity and Inclusion in
your sales pitch offers you
a competitive advantage.
TAKE THE TRAINING
DRIVING SALES WITH DIVERSITY During this course you will learn how to:
AND INCLUSION
Session price $20k
Are you… • Understand and represent
USD HP’s commitment to diversity and inclusion
COURSE OUTLINE
Aware of the business imperative of Diversity and in the sales process
Inclusion in today’s global business scenario? • Tap into the increasing buying power of diverse consumers worldwide
• Gain a competitive advantage in selling by including diversity and
Looking for ways to attain advantage over your
inclusion in your engagements
competitors?
Trying to drive your sale with HP’s commitment to
Diversity and Inclusion? Build these skills:
We can help… ▪ Building Customer Advisors ▪ Sales Presentation
▪ Networking ▪ Competitive Intelligence
Driving Sales with Diversity and Inclusion explains the ▪ Navigating the Organization ▪ Business Acumen
significance of and commitment to diversity and inclusion
at HP.
It also provides you with some compelling information Who should attend?
around the buying power of diverse consumers and
▪ Account Managers ▪ Technical Consultants
provides tips on how to embed this knowledge into selling ▪ Sales Managers
to gain competitive advantage. ▪ Inside Sales
30 Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Understanding your customer’s
financial situation enables you
to provide a solution that
addresses their concerns.
TAKE THE TRAINING PART ONE
TAKE THE TRAINING PART TWO
FINANCIAL ACUMEN FOR SALES During this course you will learn how to:
Part One
▪ Learn the core principles for financial reporting
Are you…
▪ Review Balance Sheets, Income Statements and Statement of Cash
After a better understanding of your customer’s business at a Flows
deeper level? ▪ Determine where to find key financial insights
COURSE OUTLINE
▪ Review an Annual Report, recognizing how financial statements are
Trying to better comprehend your customer’s financial reports? reported and the types of insights that can be gathered
Looking to develop a value message for a solution that Part Two
▪ Review a customer scenario and analyze the financial reports for a
addresses your customer’s concerns?
case study
We can help… ▪ Determine the customers financial concerns
Develop a value message for an HP solution and how that solution
Financial Acumen for Sales introduces basic financial reports and
▪
addresses the customer’s concerns
the information that can be gathered from them. You will play ▪ Review techniques for having financial value conversations
the role of an investor to engage in an interactive game that
teaches these basic principles. Build these skills:
▪ Financial acumen ▪ Information gathering
The second part of the courses focuses on the insights the basic
information provides and how those insights can help HP sales
people have better, more informed value conversations with
Who should attend?
their customers.
▪ Account Managers ▪ Technical Consultants
▪ Sales Managers
▪ Inside Sales
2 Hours Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index
 FUNDAMENTALS OF NEGOTIATION During this course you will learn how to:

▪ Prepare how to negotiate effectively

Session price $20k
Are you…

COURSE OUTLINE
▪ Identify interest from position
USD
Finding yourself across the table from a customer that ▪ Negotiate at the table
▪ Navigate price discussions
challenges you on every facet of a deal?
▪ Close the negotiations effectively
Ending up in price based conversations with the customer, ▪ Identify best alternatives and drive a commitment
unable to keep the focus on value?
Concerned about maintaining strong customer
Build these skills:
relationships while achieving desirable outcomes?
▪ Influencing gatekeepers ▪ Persuasion
We can help… ▪ Negotiations ▪ Listening

Fundamentals of Negotiation covers core negotiation tactics Who should attend?

and techniques to form a foundation for future negotiation
▪ Account Managers ▪ Technical Consultants
offerings that you can continue to build on.
▪ Sales Managers
Using real-life examples you will see how to effectively ▪ Inside Sales
execute these techniques to reach win-win outcomes and
enhance mutual business value over time.
Reach win-win outcomes and
drive mutual business value
over time by understanding the
customer’s true interest.
TAKE THE TRAINING

45Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Demonstrate that the customer
cannot proceed without you by
connecting the outcomes your
offering delivers to their unique
values.
TAKE THE TRAINING
INTRODUCTION TO BUSINESS CASE During this course you will learn how to:
Session price $20k
DEVELOPMENT Explain value USD
COURSE OUTLINE
▪
▪ Identify the elements of a value tree and how to create one
Are you… ▪ Explain what a business case is and the benefits behind it
▪ List and explain the elements of a business case
Struggling to articulate your value proposition to a customer?
▪ Describe and articulate a value proposition
Having trouble justifying the investment in your solution?
Looking for a way to ensure your pitch resonates with the Build these skills:
customer? ▪ Competitive intelligence ▪ Business acumen
▪ Information gathering ▪ Financial acumen
We can help…
Who can benefit?
Introduction to Business Case Development will guide you
▪ Account Managers
through the key elements of an effective business case as part
of the selling process. You will examine how a business case
fits into the context of solution selling, and explore the concept
of value and articulating a value proposition.
This course is self-paced and includes online interactions as
well as knowledge checkpoints throughout.
35 Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Discover the tools and
techniques needed in each
component of the Inside Sales
call – from preparing to
closing.
TAKE THE TRAINING
INTRODUCTION TO INSIDE SELLING During this course you will learn how to:
▪ Describe the inside sales process
Session price $20k
Are you… ▪ Explain the end-to-end process to make a telephone sale
USD
COURSE OUTLINE
▪ Learn to organize the sales call from preparation to closing
An Inside Seller struggling todistinguish yourself from a
▪ Assess the customer over the phone to make a sale.
telemarketer?
▪ Highlight the selling techniques to influence on the phone and
Having trouble navigating thecustomer organization and make a successful sale.
▪ Identify how to maximize the potential for HP (upsell/cross sell).
influencing gatekeepers?
▪ Practice making successful sale for HP on the phone.
Wanting to build customeradvisors?
We can help… Build these skills:
This is an online companion course to the Introduction to ▪ Influencing gatekeepers ▪ Listening
Inside Selling classroom session. The concepts ▪ Questioning ▪ Telephone sales
▪ Persuasion ▪ Sales call planning
discussed in the classroom will be reinforced in this
▪ Building Customer ▪ Information gathering
web-based training. You will cover the fundamentals of
Advisors
selling over the phone, gain inside selling tools and a
structured framework for successful calls, and learn Who can benefit?
▪ Inside Sales
suggestions for using good call etiquette.
1 Hour Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Understand the drivers that
impact your margin on a
deal and how you can
maximize your margin.
TAKE THE TRAINING
MARGIN MAXIMIZATION During this course you will learn how to:
Are you…
▪ Think beyond the PC and Printer and provide comprehensive HP
▪ Struggling with low margins on your Personal Systems deals? solutions through Attach and Services
Session price $20k
▪ Add value to the customer by positioning HP’s more premium
USD
COURSE OUTLINE
▪ Wondering how you can maximize your margins? products and comprehensive services through Upselling
▪ Create opportunities to increase revenue with existing customers
▪ Curious about the various areas that you can adjust to improve through Cross-Selling
your margins? ▪ Highlighted the value added to the customer’s business when
negotiating on Pricing
We can help… ▪ Consider prices as well as terms and conditions in Contract
Negotiations
This learning experience is made up of a series of learning nuggets
covering various aspects of margin management. It provides an
overview of what margin maximization is, why it is important to HP Build these skills:
as well you and in separate videos describes the various margin ▪ Business Acumen
drivers, i.e.: ▪ Cross & Upselling
▪ Financial Acumen
▪ Attach and Services
▪ Upselling Who can benefit?
▪ Account Managers
▪ Cross-selling
▪ Sales Managers
▪ Pricing
▪ Contract Negotiations
30 Mins Web (self-paced) No Max Attendance Learning Paths Menu Course Details Index
 MEETING AND CALL PLANNING During this course you will learn how to:

▪ Identify the components of successful meeting and call planning

Are you… ▪ Understand the steps involved in preparing for a meeting with a

COURSE OUTLINE
Struggling to achieve your objectives when meeting with
customers either in person or over the phone?
Looking for an easy to use methodology to prepare for,
execute, and follow up on key meetings?
Leaving meetings feeling you didn’t achieve what you had
set out to achieve?
customer
▪ Understand the steps involved in conducting a meeting and how to
achieve your target objectives and meet customer’s expectations
▪ Understand the steps involved in concluding a meeting and managing
follow-up activities
▪ Identify special considerations for specific meetings
Build these skills:

We can help… ▪ Navigating the organization ▪ Information gathering

▪ Sales call planning
Meeting and Call Planning provides you with a framework
that will help you plan for engagement with customer Who can benefit?
contacts. It also allows sellers to gain the most from ▪ Account Managers
customer meetings through effective follow up. ▪ Inside Sales

This course is self-paced and includes online interactions

as well as knowledge checkpoints throughout.

Learn how to optimize your and

the client’s time for consistent
positive outcomes.

TAKE THE TRAINING

30 Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Determining who the decision
maker is, and who has influence
in the buying process is essential
to effective selling.
Mapping relationships produces
insights to help navigate the
organization
TAKE THE TRAINING
During this course you will learn how to:
RELATIONSHIP MAPPING ▪ Analyze the core components of a Relationship Map
▪ Research and ask questions to learn more about your customer’s
Areyou… organization and to verify your assumptions
COURSE OUTLINE
▪ Turn the information gathered on your customer into an effective
Investing time with certain customers, only to find out relationship management plan
they have no influence on the buying decision?
Running into customers who actively block you from
progressing your opportunities?
Struggling to identify or gain access to the key players
who can drive the deal to close? Build these skills:
We can help… ▪ Relationship mapping
▪ Information gathering
Relationship mapping provides a structured framework ▪ Navigating the organization
you can use to analyze the customer organization at
Who can benefit?
the account and opportunity level, in order to
understand the existing relationships and ensure you’re ▪ Account Managers
▪ Inside Sales
investing your time in the right places.
In this course you will practice hands on by constructing
a Relationship map.
60 Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Understand the crucial role
that Sales Managers play in
HP.
TAKE THE TRAINING
ROLE OF THE SALES MANAGER During this course you will learn how to:
Are you…
COURSE OUTLINE
▪ Just starting out on your Sales Management journey? ▪ Define your ambition for your business
▪ Build a sales strategy to achieve your ambition
▪ Aspiring to be a strategic leader who drives sales and ▪ Create an execution plan for your ambition
exceeds targets?
▪ Aiming to drive transformation and innovation?
Build these skills:
We can help… ▪ Goal Setting
▪ Promoting Sales Culture
This learning experience is made up of three videos, which ▪ Building High Performing Teams
includes an overview of the role of the Sales Manager as well
as two SME videos of experienced Sales Managers Who can benefit?
discussing important aspects of the role. ▪ Sales Managers
Mark T Prather talks about how to view yourself as a General
Manager for your business and what that means for where
your focus needs to be.
Alexander Dorn talks about three important areas to focus
on as a Sales Manager – your customers, your business and
your team
30 Mins Web (self-paced) No Max Attendance Learning Paths Menu Course Details Index
 SALES COACHING FUNDAMENTALS During this course you will learn how to:

Are you…
Making the transition to team management from a role

COURSE OUTLINE
▪ Discuss the transition from individual contributor to sales coach
as an individual contributor? ▪ Describe goal setting strategies
▪ Describe motivation and conflict resolution strategies
Are you trying to maximize the talent on your team?
▪ Identify best practices for promoting a good sales culture
Looking for a way to help your team function better?
We can help…
Build these skills:
Sales Coaching Fundamentals introduces the solution
▪ Coaching ▪ Building High Performing Teams
based coaching model as an effective means to inspire,
▪ Conflict Resolution ▪ Hiring
lead and build a high functioning team.
The course walks you through key concepts while
Who can benefit?
getting a chance to help create and manage a team in a
▪ Account Managers
simulated business situation. The course features self
▪ Inside Sales
paced interactions over 45 minutes. ▪ Sales Managers

Explore a co-operative
approach to leading sales
teams.

TAKE THE TRAINING

45 Mins Web (self-paced) No Max Attendance Learning Paths Menu Course Details Index

Laser target your prospects
through Social Selling.
TAKE THE TRAINING
SOCIAL SELLING During this course you will learn how to:
Are you… ▪ Establish your brand:
Session price $20k
▪ Take responsibility for your personal brand
Thinking about leveraging your online brand and building USD
▪ Optimize your LinkedIn profile
your credentials?
COURSE OUTLINE
▪ Build trusted relationships:
Trying to establish how to best leverage social media to ▪ Listen strategically
engage your customer with insight? ▪ Make it about them
▪ Add value
Looking for new and fresh ways to increase your rapport and ▪ Use LinkedIn Sales Navigator
trust with your customers? ▪ Targeting the right buyers
▪ Making the most of the Sales Navigator
Making the most yet of Sales Navigator?
▪ Use Best Practices and Resources
We can help…
Social Selling is an introductory level course that establishes Build these skills:
the importance of social selling. This important new ▪ Building customer advisors ▪ Listening
▪ Networking
approach to selling allows you to laser-target your prospects ▪ Information gathering ▪ New business acquisition
and, establish rapport and trust through existing connections
and networks.
Who can benefit?
This course will be highly engaging, visual and will provide
▪ Account Managers ▪ Technical Consultants
you hands-on resources and tools. ▪ Sales Managers
▪ Inside Sales
30 Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index
 TIME MANAGEMENT FOR SALES REPS During this course you will learn how to:

Are you… • Discuss time management best practices

COURSE OUTLINE
Session price $20k
• Identify key time wasters and time savers in sales daily functions
A seller who seems to have more to do than time to do it? USD
• Create plans to efficiently use your selling time
Wishing you had more quality time in front of the customer?

We can help…
Time Management is a self-paced game based online course Build these skills:
that gives you strategies to organize your selling time, ▪ Time Management
prioritize high quality tasks and work through tasks that
many of us put off when we can.

Who can benefit?

▪ Account Managers ▪ Technical Consultants
▪ Sales Managers
▪ Inside Sales

Quit battling against the clock

and plan a day that makes time
for you
TAKE THE TRAINING

30 Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Contractual selling is a key
focus of HP’s business strategy.
The ability to recognize a
contractual selling opportunity
is a business imperative.
TAKE THE TRAINING
INTRO TO CONTRACTUAL SELLING During this course you will learn how to:
Session price $20k
Are you… ▪ Understand the basics of contractual selling
USD
▪ Identify the benefits of contractual selling
Finding it difficult to lock in recurring revenue and develop
Target the right customer
COURSE OUTLINE
▪
lasting relationships? ▪ Explain contractual selling and its importance to our business strategy
Finding that customers are shifting purchasing towards long ▪ Describe how to approach a customer differently using the contractual
selling method
term service-based engagements?
▪ Identify and use some best practices to effectively engage your
Having a hard time identifying and approaching customers customers for a contractual sale
with a contractual selling opportunity? ▪ Handle customer objections
We can help…
Introduction to Contractual Selling covers the basics and Build these skills:
▪ Listening ▪ New business acquisition
importance of contractual selling.
▪ Information gathering
You’ll see how contractual selling differs from transactional
selling and how to adjust your method of engaging with Who can benefit?
customers in order to drive longer-term, value-based deals. ▪ Account Managers ▪ Technical Consultants
This course is self-paced and includes online interactions as ▪ Sales Managers
▪ Inside Sales
well as knowledge checkpoints throughout.
30Minutes Web (self-paced) NO Max Attendance Learning Paths Menu Course Details Index

Personalize your interactions with
your customers and partners to
get the best out of your
relationship.
TAKE THE TRAINING
Driving Personalized Customer Relationships
Using SOCIAL STYLEs ® During this course you will learn how to:
Have you…
• Observed some typical verbal and non-verbal behaviors in
Describe the SOCIAL STYLEs
COURSE OUTLINE
your customer? ▪
▪ Identify your own and your customer’s Styles
• Noticed that your customer behaves a certain way when ▪ Explain how you can use your understanding of your own and your
making decisions or in stressful situations? customer’s Styles to improve your customer interactions/relationships
▪ Adjust your own behaviors when interacting with different Styles
• Suspected that how you responded in such cases may have
caused friction in the relationship or hindered favorable
outcomes?
Build these skills:
We can help…
▪ Engaging with new prospects
All people display patterns of positive or negative behavior. By ▪ Communicating effectively
recognizing these behaviors, preferences, or ‘Styles’ in your ▪ Relationship strategy
customer and responding appropriately, you will build more
Recommended Roles
successful relationships. Knowledge of the different Styles will
▪ Account Manager
make you aware of your own needs and behaviors as well as your
▪ Inside Sales
customer’s. ▪ Technical Consultant
This 30 min online course will help you identify your own and your ▪ Sales Manager
customer’s Style. It provides guidance on how to approach and get
the best out of people with different Styles, by addressing their
Style need and expectations to help you build successful customer
relationships.
30 minutes Web (self-paced) No Max Attendance Learning Paths Menu Course Details Index
 HP MEGATRENDS During this course you will learn how about:

COURSE OUTLINE
Are you… ▪ HP’s four Megatrends and their strategic importance
▪ Appropriate stakeholders to advance the Megatrends
Looking to support your customers make better informed
conversation
decisions?
▪ Including Megatrends information in a sales conversation.
Trying to establish credibility with your customers in
positioning HP as forward looking?

Build these skills:

We can help… ▪ Storytelling ▪ Building Customer Advisors
▪ Persuasion
HP identified four key Megatrends and their impact on the
world around us continues to evolve. These will impact the Who can benefit?
way we live and work over the next 30 years. ▪ All Sales Professionals

This learning experience will prepare you to advise your

customers on the significance of the Megatrends. Discover
how Megatrends will improve the customer conversation,
Knowledge of HP Megatrends help anticipate future requirements, and how to identify
can help you strategically stakeholders to further the megatrends conversation.

advise and position your

customers for future success.

TAKE THE TRAINING

30 Minutes Web (self-paced) No Max Attendance Learning Paths Menu Course Details Index
 INTRO TO EMOTIONAL INTELLIGENCE During this course, you will learn how to:

Are you…

COURSE OUTLINE
Struggling to recognize and control your feelings in an • Describe what Emotional Intelligence is.
emotionally charged customer/partner situation? • Explain why Emotional Intelligence is important in Sales.

Sometimes regretting how you acted in the heat of the • Explain how to apply Emotional Intelligence to common Sales
scenarios.
moment?
Looking to improve your customer relationships in a number of
common sales scenarios?
Build these skills:
▪ Emotional Intelligence
We can help…
This course provides an overview of what Emotional Intelligence
is and why it is important in Sales.
Who can benefit?

It covers some common Sales scenarios to demonstrate ▪ Account Managers

examples of how to apply Emotional Intelligence in a Sales ▪ Sales Managers
Improve your Sales context. ▪ Inside Sales

interactions with the power

of Emotional Intelligence

TAKE THE TRAINING

30 Minutes Web (self-paced) No Max Attendance Learning Paths Menu Course Details Index

Deliver outcomes that
matter to the customer and
build a long-term
engagement
TAKE THE TRAINING
OUTCOME BASED SELLING During this course you will learn how to:
Are you…
• Define Outcome-based selling.
Having trouble discovering customer’s priority business
outcomes? • Describe how Outcome-based selling can improve
COURSE OUTLINE
sales.
Struggling to establish a relationship with the customer? • Utilize specific tools that can help uncover
Looking to enhance your customer engagement?
customer values.
• Describe how Strategic solution selling frames
value discussions about customer outcomes.
We can help…
This web based course explores what Outcome-based selling
is and how you can tie in your sales approach directly to the
Build these skills:
desired customer outcomes, thereby delivering value to the
▪ Customer/Partner Business Outcome Focus
customer.
By focusing your solutions on the customer’s outcome you
Who can benefit?
will build trusted strategic relationships as well as contribute
▪ Account Managers
to the overall HP vision of delivering customer value.
▪ Technical Consultants
30 Minutes Web (self-paced) No Max Attendance Learning Paths Menu Course Details Index

Turn handling objections
into your super power!
TAKE THE TRAINING
OBJECTION HANDLING FOR SECURITY
Are you…
Struggling to find the right answers to security objections?
Providing responses to your customer’s objections but feel they
could be stronger?
Wishing that you could practice your answers in a safe
environment first?
We can help…
This course is an interactive online conversation simulation that
puts you into the driving seat of a security conversation. You will
be fully briefed on a fictional customer’s current situation and be
able to drive HP’s endpoint security position with the customer.
You can follow a Print or Personal Systems path to encounter
different security objections and carefully consider your
responses to each. You can drive the conversation and you are
encouraged to try out both paths.
1 Hour Web (self-paced)
During this course, you will learn how to:
• Understand the real reason behind a customer's objection and respond
COURSE OUTLINE
to it accurately.
• Use your knowledge of security threats to explain how HP's security
solutions can better protect/improve the customer’s IT environment.
• Use an objection as an opportunity to explain HP's overall approach to
security and the relevant HP security solutions.
Build these skills:
▪ Customer/Partner intelligence
▪ Building Customer/Partner advisors
▪ HP strategy and portfolio knowledge
Who can benefit?
Intended for anyone who engages in security conversations with customers and
needs to be comfortable with overcoming objections.
▪ Account Managers
▪ Sales Managers
▪ Inside Sales
No Max Attendance Learning Paths Menu Course Details Index
L E A R N I N G N U G G E TS
C ATA LO G U E
( 3 - 5 M i c ro l ea r n i n g v i d e o s)
LEARNING ON THE GO!
A curriculum of 5 learning nuggets
Gain an insight into how to establish executive
BECOMING A explaining the role of strategic advisors, ESTABLISHING EXECUTIVE
presence when talking to the C-suite. (English
STRATEGIC ADVISOR their behaviors, and how customers PRESENCE Only)
perceive them.

Learn to use the Business Value Framework

An overview of the Hunting process and the
BUSINESS VALUE to link the HP Solution to the customer’s HUNTING NEW BUSINESS
important points to take into consideration when
FRAMEWORK most important goals and initiatives. DEVELOPMENT trying to win new customers.
(English Only)

Build a business case that highlights the

BUSINESS CASE PREPARING FOR A Being prepared is the first step towards a
benefits and entices them to invest in your
DEVELOPMENT NEGOTIATION successful negotiation
solution!

Learn how to use the business model

BUSINESS MODEL canvas too and identity the types of Effective negotiation depends on understanding
questions you should be able to answer NEGOTIATION STYLES your own and your customer's negotiation style.
CANVAS
about your customer.

Hold engaging conversations with your

ELEMENTS OF INFLUENCE This video looks at the elements of influence and
CALL PLAN customer, build a trust-based relationship
how you can use them in a negotiation.
and win a deal. (English Only) IN A NEGOTIATION

Understand the most compelling reasons

MOVING PAST A DEADLOCK Use the right negotiation techniques to move
CHANGE NARRATIVE for why your customer needs to change
past a deadlock in a negotiation.
now. (English Only) IN A NEGOTIATION

Craft targeted, clear and concise messages
EFFECTIVE for your customers to understand their
sales needs and make greater impact to
COMMUNICATION
their business. (English Only)
USING YOUR BEST Present your best alternative to move the
ALTERNATIVE IN A negotiation forward if you have tried other
methods to get past a deadlock.
NEGOTIATION

Course Details Index

LEARNING ON THE GO!
OPPORTUNITY Listen to a Senior Portfolio Executive at
Identify the decision maker and how the
Accenture for his view on selling to executives,
RELATIONSHIP customer perceives you versus the AN EXECS POINT OF VIEW including what he expects to see from a Sales
MAPPING competition and win the deal. (English Only)
Rep and some personal sales experiences.

The Fundamentals of Whiteboarding video
provides you with key concepts and
WHITEBOARDING practices for effectively delivering
whiteboard presentation to customers
Hear about what would make an executive give
WHAT EXECS ARE LOOKING his time up to meet with a Sales Reps and what
he is looking for in early and late sales cycle
FOR
conversations.

CRAFTING A Crafting a compelling value story and telling

Make your sales pitch relevant, memorable and
it to the customer is one of the key ways a
COMPELLING VALUE salesperson can leave a lasting impression
VALUE STORY engaging for your customers with a great value
STORY story.
on a customer. (English Only)

TELLING A
This video provides an example of how to
COMPELLING VALUE tell a compelling value story.
STORY

In this video an AGM at HP talks about best

PREPARING TO MEET practices for preparing for a Exec meeting.
THE EXEC

In this video an AGM at HP talks about how

GET INTRODUCED TO Sales Reps can get introduced to Execs.
THE EXEC

In this video an AGM at HP talks about tips

for your meeting with an Executive.
MEETING THE EXEC

Course Details Index

HP UNIVERSITY
YOUR LEARNING. YOUR WAY.

HP ENDPOINT SECURITY PROGRAM

An overview of the Security Sales Skills trainings that make up part of HP’s
Endpoint Security Program and Certification.
ABOUT THE SECURITY CURRICULUM
Lead with security!
There is an online curriculum that anyone can and should take! In addition, if you desire to become certified, there is that
opportunity as well! You can focus on a general or a technical certification.

You can follow the suggested learning paths below and complete the appropriate exam to gain your certification, or you can
just take the online training modules that you feel will benefit you.

HP Certified – Endpoint Security [2020] Technical endpoint security certifications

New and previously-certified candidates New candidates

HP Certified – Endpoint HP Certified – Endpoint HP Technical Certified – PC HP Technical Certified – Print

Security [2020] ONLINE Security [2020] CLASSROOM 1 Security [2018] 1 Security [2018] 1

Web-enabled, with online
training and Pearson VUE
exam, all for maximum
convenience and scalability,
with reduced out-of-office
Face-to-face for maximum
effectiveness, with opportunity
to engage with instructor/peers,
practice in a safe environment,
and get real-time feedback
Face-to-face for maximum
effectiveness, with opportunity
to engage with instructor/peers,
practice in a safe environment,
and get real-time feedback
Face-to-face for maximum
effectiveness, with opportunity
to engage with instructor/peers,
practice in a safe environment,
and get real-time feedback

1Face-to-face offerings may

1 Face-to-face offerings may not be not be available in all
available in all markets and in all countries; markets and in all countries;
check with your PBM about availability. check with your PBM about
availability.
 HP Certified – Endpoint Security [2020] ONLINE – Personal Systems path

Required
Required training (187 minutes)* Recommended training (89 minutes)
exam
New
candidates 1. HP Personal Systems Security (35 min) New! 1. Security treats – What to say (20 min)
2. Proactive Security Channel Partner Micro- 2. Telling Security Stories (40 min) HP2-I05
Learning Series pt1 (16 min) New! 3. Proactive Security Channel Partner Selling HP
a) The reality of endpoint security today that Micro-Learning Series pt2 (29 min) New! Personal
Proactive Security addresses (4 min) a) Advanced isolation threat Systems
b) Proactive Security customer value protection service for Windows 10 Security 2020
proposition (6 min) devices (9 min)
c) Partner value proposition and benefits (6 b) Handling objections and customer
min) questions about Proactive Security
3. Understanding the Customer (60 min) (4 min)
4. Enterprise Customer Interaction (5 min) c) Target customer and sales
5. SMB – Executive Conversation (6 min) conversations for Proactive

HP Certified – Endpoint Security

6. Objection Handling for Security (60 min) New! Security (5 min)
7. Key Takeaways (5 min) New! d) Qualifying a sales opportunity for
Proactive Security (7 min)

[2020] ONLINE
e) Takeaways and calls to action (4

CERTIFIED
min)

Recommended training (35 minutes)

Required training (100 minutes)
1. Proactive Security Channel Partner Micro-
1. HP Personal Systems Security (35 min) New! Learning Series pt2 (29 min) New!
2. Proactive Security Channel Partner Micro- a) Advanced isolation threat protection
Learning Series pt1 (16 min) New! service for Windows 10 devices (9 min)
a) The reality of endpoint security today b) Handling objections and customer
that Proactive Security addresses (4 min) questions about Proactive Security (4 Required
b) Proactive Security customer value min) exam
proposition (6 min) c) Target customer and sales
c) Partner value proposition and benefits (6 conversations for Proactive Security (5 HP5-C09D
min) min) Selling HP
Returning 3. Objection Handling for Security (60 min) New! Personal
d) Qualifying a sales opportunity for
candidates* 4. Key Takeaways (5 min) New! Systems
Proactive Security (7 min)
e) Takeaways and calls to action (4 min) Security 2020
delta

* Previously acquired either the HP Sales Certified – Endpoint Security [2018] or HP Sales Certified – Adv. Endpoint Security [2018] certification.
 HP Certified – Endpoint Security [2020] ONLINE – Print Path

Recommended training (100 Required

Required training (168 minutes)*
minutes) exam
New 1. Security treats – What to say (20 min) 1. Understanding the Customer
candidates 2. Enterprise Customer Interaction (5 min) (60 min)
3. HP Embedded Print Security Features (YouTube, 2. Telling Security Stories (40 min) HP2-I06
12 min) New! Selling HP
4. Telling Print Security Stories (60 min) Print Security
5. SMB – Executive Conversation (6 min) 2020
6. Objection Handling for Security (60 min) New!
7. HP Security Key Takeaways (5 min) New!

HP Certified – Endpoint Security

[2020] ONLINE
CERTIFIED
Recommended
Required training (77 minutes) Required exam
training
1. HP Embedded Print Security Features (YouTube, 12 HP5-C10D Selling HP
min) New! Print Security 2020
2. Objection Handling for Security (60 min) New! delta
Returning None
3. Key Takeaways (5 min) New!
candidates*

* Previously acquired either the HP Sales Certified – Endpoint Security [2018] or HP Sales Certified – Adv. Endpoint Security [2018] certification.
 DELIVERING AN EFFECTIVE During this course, you will learn how to:

HP SECURITY CONVERSATION 2020

Learners will have an opportunity to apply different sales ▪ Uncover a customer’s security needs

DAY 1
concepts to effectively sell a pan HP security solution in a ▪ Analyze a customer’s security and risk management landscape
▪ Develop and validate a successful pan HP security solution
given customer situation. They'll embark on a journey
through the different stages of a sales cycle right from
uncovering their customer’s security needs to developing a
security solution, and finally proposing that solution through ▪ Build a value-based sales pitch
a value-based sales pitch. Handle a variety of objections

DAY 2
▪
▪ Know when additional help is required and how to get it
▪ Participate in a role play and practical certification exam

Who should attend?

The 2-day session concludes with a practical certification
▪ Sales reps invited by HP, who already completed the HP Sales
exam, using a roleplay-based format with realistic scenarios,
Certified – Endpoint Security certification.
to ensure sound comprehension of learnings.
▪ Note: This face-to-face training is fee-based and partners can

Have a security-focused purchase an entire session.

conversation with customers

and be their strategic advisor.

REGISTER INTEREST

2 Days Classroom 20 Max Attendance 10 Min Attendance Security Overview Course Details Index

Have a technical print or PC
security conversation with
customers and be their strategic
advisor.
REGISTER INTEREST
DELIVERING A TECHNICAL PC OR PRINT During this course, you will learn how to:
SECURITY CONVERSATION Pre-requisite: HP Sales Certified – Endpoint Security certification
▪ Tell the HP security story in a print or PC setting
This course is the culminating event for the Technical ▪ Create and progress security opportunities
DAY 1
Consultants who have completed the HP Sales Certified – ▪ Generate interest in HP print or PC security solutions
Endpoint Security certification. Participants are nominated to ▪ Hold a technical, security-focused conversation with a
attend this training where they will do a deeper dive into customer and describe/demonstrate key functionality of HP
HP’s PC or print security solutions and the security security solutions
workshop. This experience includes extensive case studies
▪ Effectively position print or PC security solutions and how they
and roleplays provide an opportunity for TCs to practice
benefit the customer
telling the HP security narrative and progressing an
DAY 2
▪ Handle a variety of objections
opportunity. Deeper dive into key HP security solutions is ▪ Know when additional help is required and how to get it
also included. ▪ Participate in a technical roleplay
Who should attend?
▪ Technical consultants, who already completed the HP Sales
The HP Technical Certified – PC or Print Security [2018] Certified – Endpoint Security certification.
certification is awarded upon successful completion of an
▪ Note: This face-to-face training is fee-based and partners
online, Pearson VUE-based exam that validates the key
can purchase an entire session.
learning objectives covered by this training.
2 Days Classroom 20 Max Attendance 10 Min Attendance Security Overview Course Details Index
 For HP and Channel Partner Internal Use
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