Overview:

As the trends towards virtualization and Cloud Computing continue to grow, the competition between vendors to maintain and increase market share for these important technologies intensifies. While VMware enjoys a strong market position, competitors continue to invest in new technologies to compete directly in these mega-trends. Throughout the sales cycle Account Managers positioning VMware solutions are faced with having to deal with competitive threats. Knowing when to be defensive and when to take more of pro-active approach to handling competition is critical. To do that however sales professionals must have an in-depth understanding of the solutions they have recommended. The VMware Competitive Selling Course is a 1-day program that teaches Account Managers how to competitively position VMware solutions in a way that highlights their unique advantages and minimizes competitive threats.

Objectives:

  • By the end of the workshop delegates will be able to:
  • Explain the VMware Value Proposition
  • Describe the features and benefits of core VMware solutions
  • Position VMware against competitors in a way that highlights the competitive advantages and minimizes competitive threats
  • Overcome common objections

Global Knowledge is the worldwide leader in IT and business skills training. They deliver via training centers, private facilities, and the Internet, enabling their customers to choose when, where, and how they want to receive training programs and learning services.

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