Page 35 - SCSL
P. 35

Sales Winning Formula (based on previous wins)




                                •Check target profile for each suite (company profile)
                                •Leverage your existing customer base (target existing customers with good Relationships first)
                   Target the Right  •Understand their business goals & objectives (to align outcomes to Software EA)
                     Customers



                                 •Usual contacts should apply for Collab, Security and Network (Cisco One)
                                 •EA will require additional commercial, legal & software contacts
                    Speak to the   •For EA – see detailed qualification guide
                       Right     •Engage your Cisco sales support team
                    Stakeholders


                                 •Position software early in the sale (positioning late seen as cost hike by the customer)
                                 •Focus on business needs – not IT cost reduction (sell the value / business outcome)
                                 •Understand business & stakeholder KPIs (who is targeted and will benefit from the outcome?)
                   Sell More Value
                    Not Less Cost  •Sell the business outcome value and leverage the case studies




                                 •Deliver the business outcomes to engender loyalty
                                 •Expand approach to drive up-sell and cross-sell
                                 •Help create adoption and consumption plans
                   Drive Adoption
   30   31   32   33   34   35   36   37   38   39   40