Sales Training

Cisco Unified Communications: Layering Advanced Voice and Services

Taking the Account Team from technical knowledge to effective positioning of business solutions

Course Description

This advanced workshop is suitable for field sales representatives and account managers who have a solid understanding of voice communications and Cisco’s Unified Communications solutions. The focus is on providing unified communications solutions that can be integrated into the customers business processes and deliver real business value. Cisco’s advanced voice applications such as Cisco Unified Contact Center, Cisco Unity, Cisco Unified Mobility, Cisco Unified Personal Communicator, and Cisco Unified MeetingPlace are examined in the context of the business impact they can have on the customer’s operations, productivity and profitability.

Learning Objectives

As a result of successful completion of this one-day workshop participants are expected to:

• Identify primary business drivers for Cisco Unified Communications applications
• Identify primary stakeholders and their motivators in the CUC purchase decision
• Demonstrate the use of demand generating techniques
• Demonstrate the use of CUC messaging and positioning with a variety of stakeholders
• Determine a unified communications competitive sales strategy using the SWOT method.
• Address common customer objections to unified communications.
• Position Cisco Unified Communications solutions to create the greatest business value.
• Quantify hard and soft returns resulting from Cisco Unified Communications solutions.
• Create a Cisco Unified Communications business case with a value proposition based on the return on investment (ROI).
• Organize and deliver a concise value proposition and ROI summary for business decision makers.

Facilitators

This workshop is facilitated by Senior Sales Consultants who have recent experience selling or implementing Cisco IP telephony solutions.

Length: 1 Day

Audience:
Cisco Account Managers, Channel Account Managers, Partner Account Managers

Optimum Class Size:
12 - 16

Prerequisites:
Cisco Unified Communications: Building the Voice Foundation or at least 6 months of Cisco Unified Communications field sales experience

For additional information or to arrange for a workshop please visit:
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