Page 107 - CHCS - Cisco Hosted Collaboration Solutions
P. 107
Progressing and Closing the deal
• Further Research to better 1) Choose a Sales Strategy
Understand Current Situation
• Attack, Walk, Change Criteria, Defend the
• Bring in Product Sales Fort, Establish a Beachhead
Specialist/ Pre-Sales
• Structures our approach and tactics
• Take Customer through HCS
ROI/TCO Tool 2) Envision Business Closure
• Business Closure Event
• Business Closure Date
• Bring in Cisco 3) Close Key stakeholders’ Decision
Criteria
• Presentation to Key
stakeholders • Prioritize Stakeholders
• Identify General Approaches
• Pilot/Proof of Concept
– To resolve stakeholder needs
– To resolve stakeholder issues
4) Use a Closure Plan
