Sales Training

Cisco Unified Communications Deep Dive Application Selling

Course Description

The challenge for the Cisco and Partner account teams is to understand the relationship between technology solutions, business processes, and keys to customer business success. The Cisco Unified Communications portfolio provides structure and intelligence to business communications, enabling organizations to streamline and integrate their communications more closely with business processes, making them more competitive in their market. Cisco Unified Communications Deep Dive Application Selling teaches the account manager how to become the critical link between customer issues and Cisco solutions by recognizing the critical success factors of customer stakeholders and relating the Cisco Unified Communications solutions to achievement of these factors. Working as account teams, participants learn how to uncover organizational and departmental critical success factors, identify communication bottlenecks that negatively affect these success factors, recognize issues and opportunities not known to the customer, and present voice application solutions that will positively impact the business' bottom line. All of this is positioned to advance the account manager from consultative selling to "trusted advisor" status.

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

• Understand and demonstrate the consultative selling skills required for IP Communications selling success in today's market.
• Identify the critical success factors (CSF) of various departments and apply them to IP Communications application sales opportunities.
• Describe the voice business communications requirements in departments or line of business within their accounts.
• Identify an effective methodology for uncovering business communication processes and call flows - inbound, outbound, and internal.
• Demonstrate a comprehensive understanding and application of the business value of the following Cisco voice applications:
• Contact Center - IPCC, IPCC Express, associated applications
• Unified Messaging - Unity, Unity Express, Unity Connections
• Collaboration/conferencing - MeetingPlace, MPE, VT Advantage
• To explain Cisco's IP Communications solutions in terms of business benefits to various departments or lines of business without relying on industry and Cisco feature terminology.