Sales Training

Cisco Unified Communications: Strategic Voice Solutions Coaching

Increasing sales success through strategic account planning for specific accounts

Course Description

Individual account manager coaching and strategic account planning services are provided to account managers who need assistance in solution positioning, financial justification, business case preparation, and competitive strategies. While not a formally-structured training class, this “masters-level” offering is designed to assist experienced, skilled and knowledgeable account managers prepare more effective account plans with well-defined objectives and clear tasks that will lead to achievement of their sales objectives. Coaching is structured as one-hour one-on-one working sessions with account managers. More than one consecutive session may be scheduled with a single account manager. One engagement may service a maximum of four account managers. A minimum of four sessions (½ day) per engagement are required. Specific account pre-work, data gathering, and account qualification activities are required prior to each scheduled session. Pre-work will be submitted to the consultant coach a minimum of one week prior to each engagement. The consultant coach will review the pre-work in advance and be prepared to discuss each case. Each session will be structured based on the completeness of the pre-work and the requirements of the specific account(s) addressed.

Coaching Objectives

As a result of successful completion of a series of coaching sessions, the account manager is expected to develop a strategic account plan that:

• Identifies the customer’s primary business drivers for Cisco Unified Communications purchase decision
• Identifies the primary stakeholders and their motivators in the CUC purchase decision
• Identifies the customer business processes improved or streamlined by the CUC solutions
• Identifies the most effective CUC messaging to be used with each stakeholder
• Includes a completed SWOT opportunity analysis
• Identifies most likely objections and responses.
• Includes a summary of customer business value that will result from the CUC deployment.
• Specifies how all hard and soft returns will be quantified in the business case.
• Includes a draft value proposition with estimated returns, common financial metrics, and sensitivity analysis

Coaches

The coaches are very senior sales and business consultants with recent experience.

Length:
Minimum of ½ day per engagement (8:00 a.m. – 12 noon or 1:00 p.m. to 5:00 p.m.)

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

Optimum engagement: 8 sessions per day

Prerequisites:
Cisco Unified Communications: CUC Layering Advanced Voice and Services or at least 12 months of Cisco Unified Communications field sales experience

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