Win more Collaboration Business through Outcomes based Sales Strategies (BE6KAM)

Session 1 – Introduction:

• Networking trends such as IOT, vertical trend analysis and how changes in the how we behave, work and communicate affects a mid-market business and opportunity spotting.
• Trends in Commercial - sales and marketing, business processes, operations, reporting and compliance.
• Trends in manufacturing – globalisation.
• Trends in education – technology in the classroom and its impact.
• Trends in Government.
• What does this mean for your market – discussion and exercise on how this changes the sales process and a partners approach to sales – keep your eyes on the prize.

Session 2 – BE6k Solution Overview:

• Top level appreciation of the features and capability of the BE6K solution and some real world use cases.

Session 3 – Selling Cisco BE6K Solution:

• Successful sales approach, who to talk to and what to say, top level Cisco Messaging.
• Presenting the Cisco BE6K as a packaged solution. Case Study analysis – selection of cross vertical case studies to forensically analyse what the critical success factors and key metrics which pulled these sales over the line.
• Exercises – present the delegates with business problems – they will be asked to identify how the Cisco BE6K solution can solve these problems and prove it. What would they do next? Who do they talk to?

Session 4 – Differentiating Cisco from competitors:

• Cisco deals and promotions, quoting for BE6K, Tools at your disposal, Apps to help you, live demos, overview of where to find help/collateral and key contacts for BE6K solution within Cisco.

Session 5 – Q & A, Wrap and Close.

• Call to action – what will you do differently now?
• What are your objectives?