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Selling Strategy Workshop Offerings

Selling the Business Value of Collaboration

This two-day workshop is designed to empower sales teams who want to understand how to more effectively create demand for the business value of Collaboration with an executive-level audience outside of the IT organization. The workshop utilizes a lively combination of dynamic lectures, interactive role playing, and vertical market-specific case studies to illustrate proven best practices in the positioning and selling of Business Communications Solutions. The primary objective of the workshop is for participants to learn how to differentiate Cisco Collaboration offerings not just by “what” they are selling, but, more importantly, by “how” they sell it.

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CustomerCentric Selling® for Cisco Sales Professionals

This workshop provides a proven framework for driving consultative sales success. It is designed for Cisco and Channel Partner Account Managers, Product Sales Specialists, Systems Engineers, Sales Management, and Corporate/Field Marketing personnel. Course participants engage in a rich combination of classroom lecture, in-class skills development exercises, evening case study assignments, and challenging “real world” role playing exercises that leverage specially customized “Sales Ready Messaging® ” specific to Cisco’s Unified Communications portfolio. The workshop culminates on the final day with a comprehensive, team-based, case study exercise that includes simulated contract negotiations.

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Successfully Positioning the Network as the Platform

This workshop is designed to enable Cisco and Channel Partner personnel to effectively convey the strategic value of the Network as the Platform strategy with business and IT customers.  The goal is to have those dialogues be less complex, more customer-centric, and relevant to improvements in business processes.

 

The workshop incorporates dynamic instruction and a high degree of interactivity including role-playing, lectures, and case study examples to illustrate proven best practices for the successful positioning of Cisco’s next-generation architectures and strategies.  Key architectural concepts that will be explored are SOA, SONA, the Intelligent Information Network, and the current lead strategy within Cisco, the Network as the Platform. 

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Selling the Value of the Cisco Smart Business Communications System

This workshop focuses on providing inside sales teams with the foundational product knowledge, product usage knowledge, Sales Ready Messaging® , and consultative selling skills needed to successfully position and sell the added value of the Cisco Smart Business Communications System (SBCS). The course teaches participants how to differentiate the SBCS not just by “what” they are selling but also by “how” they sell it. Participants will be taught to help prospects visualize how they will be able  to use the SBCS to achieve their desired business communications objectives.

The two-day workshop is designed primarily for Cisco and Channel Partner inside salespeople and their managers. They will engage in a rich combination of classroom lecture, hands-on product experience, in-class skills development exercises, and challenging “real world” role-playing.

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Demystifying the Contact Center Sale

This workshop is designed to provide a foundational level of knowledge, strategies, messaging, and skills required for success in selling into the Contact Center market. The target audience is Cisco/Channel Partner Account Managers and Systems Engineers who want to gain an understanding of the Contact Center environment past and present. Participants will learn about the genesis of the first Call Centers and how evolving customer business requirements are driving changes in today’s Customer Interaction environments. This one-day workshop utilizes a lively combination of interactive role-playing, dynamic lecture, case study examples and relevant group discussions designed to provide participants with the confidence and competencies required in this critical market.

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Selling the Value of the Cisco Customer Interaction Experience

This workshop is designed for Cisco and Channel Partner Account Managers, Product Sales Specialists, and Systems Engineers who are ready to take their knowledge of how to sell into the Customer Interaction marketplace to the next level. This highly interactive workshop focuses on high-end Customer Interaction opportunities with particular focus on creating demand in this market. Advanced topics discussed include multimodal interactions, speech-enabled self-service, and enterprise-wide intelligent routing.

This workshop incorporates dynamic instruction and interactivity including role-playing, lectures, and case study examples to illustrate proven best practices for the successful positioning of Cisco’s next-generation architectures, strategies, and experiences.

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Outsell the Competition in Unified Communications

This one-day workshop is specifically targeted at helping sales teams understand how to effectively counter Microsoft’s attempts at freezing customer decisions around Unified Communications. Because most customers have made a substantial investment in both Microsoft and Cisco, workshop participants will learn how to position the collaborative aspects of the interoperability between Microsoft and Cisco products.  In addition, participants will understand how to minimize the Microsoft Unified Communications footprint in an account.  Most importantly, they will understand how to close more opportunities by learning how to build a truly compelling business case for the value that Cisco Unified Communications capabilities can provide to a customer today.  The impact of the Microsoft/Nortel relationship and the Innovative Communications Alliance will be discussed and put in to perspective.

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Sales Ready Messaging® for Cisco Marketing Professionals

The purpose of this workshop is to enable Cisco and Channel Partner marketing and business development teams to produce sales messaging materials designed to facilitate meaningful dialogues that result in increased sales success with line-of-business decision makers. Through this hands-on workshop, participants learn how to develop Sales Ready Messaging® that more effectively supports each step in the sales process.

Sales Ready Messaging® is a systematic approach for creating sales tools that equip salespeople with a proactive structure to lead conversations based on relevant business issues, rather than reactively responding to a potential customer’s questions about the product. The foundation of a meaningful dialog between a seller and a prospect should focus on how the customer would use Cisco/Channel Partner offerings to solve a problem, satisfy a need, or achieve a goal.

Workshop participants will learn the purpose of the various sales messaging tools and how, when, where, and with whom each of those tools will be utilized. The overall objective of the workshop is to transfer the skill of developing Sales Ready Messaging® to members of the marketing and business development teams so that they can use these skills in every element associated with marketing collateral, including: web sites, white papers, product descriptions, case studies, reference stories, emails, newsletters, prospecting letters, and telesales.

Participants will apply their learning in skills development practice sessions involving role-plays and new tool development exercises, including the redesign of some existing collateral.

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Coaching and Managing a CustomerCentric© Sales Force

This workshop is designed for sales management personnel who are committed to reinforcing and successfully executing the consultative selling methodology taught in the “CustomerCentric Selling® for Cisco Sales Professionals” workshop. Utilizing a highly interactive format, sales management personnel will gain the knowledge and skills needed in order to ensure that the company realizes the full benefit of the investment that it is making in driving new behaviors within their sales teams.

During the workshop, managers will engage in practical discussion and role playing of the sales leadership skills that they need to successfully execute in the field. Time will be allocated for discussing and addressing any difficulties managers may be experiencing in their actual implementation of the CustomerCentric Selling® methodology within their teams. Sales managers will also be exposed to change management concepts and activities that will empower them to proactively address the people and process-oriented issues that might otherwise become roadblocks to their team’s success.

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