Cisco Pre Sales Training

This course is designed for the commercial sector, consultants, partners and resellers, but there are no restrictions on who can attend

Ultimately the audience should already be working in, or plan to work in the area of UC sales and account management as this is not a technical class as such, rather a strategy and solutions oriented class

EvoAcademy often engages students in dedicated private classes in which case an NDA is optionally available permitting students to perform comprehensive account reviews in confidence - which has proven to be of tremendous value for students who have already completed this training thus far

Targeted around the overall pre-sales and engagement processes, candidates will learn about all the critical stages required to proactively nurture, progress and close successful deals with regards to selling converged network solutions to clients both current and new

The format of the class is delivered over 3 days including comprehensive ROI development workshops, but a 2 day format is also available for candidates with limited time away from the field. The content is unique in its ability to deliver concise training that is exceptionally refined and well balanced between strategy and technological understanding and as such students can expect to become highly efficient in the following key areas of the class:

• A solutions-based customer oriented overview of the current Cisco UC solutions portfolio ranging from IPT, Video, Collaboration to Mobility - what each one does, where its fits into the market, key selling points and strategic benefits
• How to build genuine Return On Investment for clients (ROI), using the EvoAcademy 'Flawless ROI™' methodology
• Students will learn the RFP process commonly adopted in the Telecom industry, including how to understand the key areas of a Request For Proposal (RFP)
• How to create and professionally respond with a Response To Tender (RTT)
• Building the essential components and Bill Of Materials (BOM)
• Key techniques to secure the deal in your favour such as "Strength of Covenant" and how this can be demonstrated
• How to successfully prepare for the first engagements with clients
• Learn about key legislations and requirements relative to the various vertical markets, and how they impact the manner in which your proposals are written and presented
• Understand the compelling events process, and the significance it means in closing the deals
• Gain a deep understanding of the various business models, key decision makers and how to get that all valuable face to face with those who really matter!

Increase your sales volume with the investment in your front line staff, by equipping them with the power to understand the technology in a non technical fashion as well as ensuring that your team represents your solutions to your clients in a captivating and confidence inspiring fashion. The better a sales force understands the product set and what it can do for your clients, the more likely they are to close the deal!