Page 93 - CHCS

Progressing and Closing the deal

• Further Research to better 1) Choose a Sales Strategy
Understand Current
Situation • Attack, Walk, Change Criteria, Defend the Fort, Establish
a Beachhead
• Bring in Product Sales
Specialist/ Pre-Sales • Structures our approach and tactics

• Take Customer through 2) Envision Business Closure
HCS ROI/TCO Tool
• Business Closure Event
• Bring in Cisco • Business Closure Date

• Presentation to Key 3) Close Key stakeholders’ Decision Criteria
stakeholders
• Prioritize Stakeholders
• Pilot/Proof of Concept • Identify General Approaches

– To resolve stakeholder needs
– To resolve stakeholder issues

4) Use a Closure Plan