Overview
The aim of this training course is to teach delegates, who already have sales skills, how to position, present and sell converged systems and solutions.
The course is presented as a mixture of discussion, teaching sessions, case studies and roleplaying exercises. The course will be delivered in an interactive and enjoyable style that engages delegates in the learning process. The style of delivery will present technical information in a non-technical manner employing everyday analogies wherever possible.
AM Session
The morning session will be focussed on convergence in general, rather than any specific convergence products or services. Following a general market appreciation, the course will focus on why convergence is such an inevitable and attractive investment through the consideration of some of the financial, business and technical aspects. Some of the issues which may be faced inhibiting a converged sale will then be covered including the human emotional issues, political issues, budgetary issues and technical reservations will then be considered finishing with the caveats surrounding convergence sales scenarios. The morning session will finish with an appreciation of some case studies detailing successful converged
product deployments.
PM Session
The PM session is mostly focussed upon vendors and their products. The company, their solutions and USPs which differentiate them from any other supplier are discussed. The top 5 vendors from both the enterprise and service provider markets are discussed and useful sales tools for selling convergence solutions are also explored. The session concludes with a practical exercise and some role playing to allow delegates an opportunity to implement what they have learnt.

Audience
Delegates will be experienced sales personnel who wish to sell convergence solutions

Pre-requisites
A general understanding of sales process and the communications industry.

Objectives
Following completion of this course, delegates will have the confidence and knowledge to prepare sales proposals for converged solutions, highlighting the features of such systems and emphasising the benefits to their prospects. In particular, delegates will:
Understand what is meant by the term "convergence", the current state of the marketand the perception of convergence in the SME market.
Understand the key features and benefits of converged solutions and how these relate to the key market drivers.
Learn how to evaluate the financial benefits (ROI) inherent within a converged solution and how to present these effectively to prospective customers.
Discover the trigger points that create sales opportunities.
Be familiar with the types of solution available and their strengths and weaknesses.
Understand what can and cannot be implemented today and where the market is heading
Be able to talk knowledgeable to Customers about convergence

Follow-on Courses
None.