Chief Commercial Officers, Heads of Sales, Directors, Sales Managers
The advent of cloud and virtualization means we are at the start of a paradigm shift in the way that telecom services and networks are being and will be deployed. In traditional areas of business, network operators and service providers are facing significant challenges from OTT competitors. Increasing pressure is being placed on existing infrastructure as a result of the demand for the cloud and the proliferation of new services and players.
The new market not only presents challenges but also opportunities in the form of new types of customer particularly from the content and cloud community who have differing needs and requirements. Understanding what types of solutions these customers are looking for is becoming ever more important as is ensuring that these needs are met in the sales process.
About the course
This training course will provide attendees with a comprehensive understanding of the techniques and strategies to enhance and optimize the telecoms sales process. The course will provide insight into how to adapt existing sales models to be more effective with the new types of customer and will give best practice case studies and examples.
One full day interactive training class on your premises or adjunct to a conference.
What you will learn
The key solutions your new types of customer are looking for.
Your value to different buyers within your customer base
Solutions that are consistent with the wider requirements of the organisation
How to change the sales culture within your organisation – a new collaborative approach
How best to sell to a Chief Architect, the Legal team, the Chief Procurement Officer, Network Provisioning, Finance
• Market dynamics
• Solution selling vs commoditized products/services
• Identifying your key sales goals and your organization’s key sales goals
• Understanding your value to different buyers within your customer base
• Developing commercially viable solutions
CHANGING THE SALES CULTURE AND MIND-SET WITHIN AN ORGANIZATION
• Innovation vs protection
• Teaching your sales team to think differently – tailoring sales to specific customers
• A new collaborative approach – who do you need to bring in to enhance the sale
• Upselling to senior management – change in process and the way things are done – do you have their buy-in?
• Restructuring the sales team to meet requirements
THE REAL CUSTOMER WITHIN AN ORGANIZATION
• How to Sell to a Chief Architect?
• How to Sell to the Legal Team?
• How to Sell to the Chief Executive(s)?
• How to Sell to Network Provisioning?
• How to Sell to Finance?
THE ART OF BUYING FROM A SALES REP FROM A SALES ENGINEER
WORKSHOP AND PRACTICAL CASE STUDIES
About The Tutor
Founder & CEO of Kapany Networks Inc
Mehmet Akcin is the Principal Consultant of Kapany Networks, Founder of Infrapedia, and Co-founder of EdgeUno. He previously held executive roles in various Fortune 500 companies such as Yahoo!, Verizon (Oath) and Microsoft.
Mehmet worked as Senior Director of Global Network Infrastructure and Services Team in Yahoo! (now Verizon Media) from 2016 to 2018 responsible global network planning and procurement. Before that, he was a director of network planning and acquisitions in the global network acquisition group at Microsoft responsible Microsoft's global cloud infrastructure build-out together with other senior members of the industry. Mehmet also worked at ICANN as Manager of DNS Operations at ICANN and Chief Engineer from 2007 till 2013. Mehmet frequently attends Internet Infrastructure Meetings, Peering Forums, security Meetings, ICANN Meetings, and other industry events to speak about various internet technologies such as submarine cables.
Mehmet was of key global internet security improvement projects such DNSSEC Signing of the Root Zone and anycast expansion of L-Root DNS Server from 1 location to 150+ locations to improve stability and resiliency of the internet. In addition to that Mehmet has 7 granted patents on Content Delivery Networks (CDNs) , Network Security and Domain name system.
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