Sales Training

Digital Media Positioning

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

Course Description

While knowing the technical aspects, features, and functions of products is important, positioning the business benefits of solutions is what really wins campaigns. Cisco Rich Media Solutions takes the account team from technical knowledge to effective positioning of Cisco Media Solutions. The course covers the technical advantages of the Cisco Solution as well as competitive analysis for each of the Cisco Rich Media Solutions. The participants learn how to develop a value proposition and learn how to position the Cisco Rich Media Solutions against key competitors. This workshop is highly interactive and participative.

Learning Objectives

As a result of successful completion of this workshop participants are expected to understand:

• Explain how video has become an effective communications medium
• Articulate how the Cisco Media Solutions overcome the limitations of traditional video delivery systems
• Discuss the architecture and components of the Cisco Media Solutions and how they impact customer needs
• Explain features and benefits of Cisco Media Solutions, and how to match them to customer business needs
• Using customer situations choose the correct Cisco Media Solutions to meet customer needs and identify applications that can be used to provide additional business value.
• Understand offerings of major competitors
• Address common customer objections to Cisco Media Solutions
• Position Cisco Media Solutions to create the greatest business value
• Create a Cisco Media Solutions business case with a value proposition
• Explain the different Cisco Media Solutions and how each component fits into the Market

Facilitators

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

Length: 2 Days

Audience:
Account Managers, SE’s

Optimum Class Size:
12 - 16

Prerequisites:
Understanding of networked communication technology and sales experience

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