CMAM

Cisco MeetingPlace Sales

Course Content

This training session is a one and one-half day instructor led course that reviews the system features, functions and benefits of Cisco MeetingPlace and IP Video Conferencing products for IP Communications enterprise customers and prospects. This course will provide you with the selling skills to position an integrated rich-media conferencing solution that addresses specific customer needs in the IP Communications market. You will create a features/benefits matrix, perform competitive analysis, and generate key messaging strategies using interactive exercises, breakout discussions and other activities to reinforce your knowledge.

Course Objectives

After completing this course the student should be able to:

• Describe the Cisco MeetingPlace multi-media conferencing features, functions and benefits
• Create a specific value proposition listing critical success factors
• Discuss key messaging strategies that need to be delivered to customers within identified key market segments
• List the capabilities of MeetingPlace and how it addresses customer needs for an integrated solution within enterprise networks
• Develop a competitive Strengths, Weaknesses, Opportunities and Trends (SWOT) analysis for key selling points
• Demonstrate an understanding of the Rich Media Communications (RMC) sales cycle and effective objection handling skills

Who Should Attend

This course is intended for account managers and personnel responsible for selling integrated MeetingPlace solutions in enterprise networks.

Recommended Prerequisites:

Your sponsor organization must hold a Cisco IP Communications Specialized Certification before prospective students can enroll in this course. Attendees should have completed the self-paced Cisco MeetingPlace Product Overview course, be Cisco IP Communications certified to sell IPC solutions, and have experience selling integrated hardware and software applications into enterprise networks. Basic selling techniques, calculating Return On Investment (ROI), creating value propositions, and general knowledge of networking equipment are essential skills for success.