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.
- 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
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