Sales Training

Strategic Security Solution Coaching (Master)

Utilizing the Customer Need and the differentiated Cisco Security Solution to establish the “Trusted Advisor” status

Course Description

A one day interactive workshop focusing on the utilization of Cisco’s differentiated security solution (SDN) to establish a business partnership (“Trusted Advisor”) within the customer.

Utilizing the product and communication skills developed in the advanced Security offering, this workshop focuses on identifying security needs and opportunities very early in the customer’s business cycle. It presents the skills of a true business partner relationship by developing an understanding of a customer’s key value chain and decision processes relative to data security. It emphasizes the unique competitive advantages of the Cisco SDN. The day ends with a plan focusing on customer initiatives within their key critical business processes.

Learning Objectives

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

• Understand the critical business processes of the customer



• Examples: Supply Chain, Customer Management Processes
• Activities utilizing technology to improve Knowledge Worker Productivity



• Define the digital assets utilized by these processes
• Understand the Cisco strategic solution – The Self Defending Network can be used to identify latent unknown customer benefits in securing assets
• Develop messaging of the value to the customer of satisfying latent needs and the potential impact on a customer’s business
• Using a customer situation, develop SDN messaging for utilization with real customer opportunities and initiatives

Facilitators

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

Length:
1 Day

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

Optimum Class Size:
12 - 16

Prerequisites:
Layering Advanced Security and Services, 90-120 days Security Sales Experience

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