Basics
What does POV stand for?
Proof of Value
Give your best definition of Consultative Selling
A sales approach where the salesperson acts as an advisor, focusing on understanding the customer's needs and providing solutions that truly meet those needs
When we say SKU what are we referencing?
An identifier representing a standard offering that we can be added to quotes
Provide a brief overview of what DTA is
Answers may vary
CRM
Customer Relationship Management
What does “white space” refer to regarding Dell accounts?
Accounts that have not purchased from Dell in some time
What term refers to asking questions based off of previous answers?
Active Listening
What are the 3 processes that Data Centers must be able to accomplish?
Storage, Network, Compute
Name one way in which Dell can help a customer meet their ESG goals
SOC
Security Operating Center
Why do we use MEDDPICC?
It helps us forecast opportunities accurately, allows us to lose quickly and it is a common language for your entire geopod.
What is the desired ratio of seller's speaking to customer's speaking?
80:20
What is the primary purpose of a RAID configuration?
Redundancy (Protects against data loss in case of a disk failure) or Performance
Name the 4 pillars of Dell Services
Apps and Data, AI, Modern Workforce, Security
MSP
Managed Services Provider
What does the phrase “garbage in, garbage out” mean for AI projects?
Low data quality produces unreliable AI results
How would you rephrase this sentence:
"What are your company’s goals?"
Ex. What are your top three priorities for this quarter?
What kind of Rack is becoming more popular due to it's high compute power and compatibility with AI infrastructure?
GPU Racks
What is the DTA solution set enabling customers to solve for remote, hybrid, and flexible work arrangements, while maintaining IT control and user choice.
Modern Workplace
RFP
Request for Proposal