The Customer
a division of Sun Microsystems, Inc,
delivers the industry's most powerful
and productive offerings for traditional
integration, Service Oriented
Architectures and Composite Application
creation. The combination of Sun Java ES
and SeeBeyond's product suite combines
leadership offerings addressing the top
two priorities for IT, Integration and
Security. SeeBeyond's integration
software suite for composite
applications, is helping nearly 2,000
organizations achieve seamless business
The Challenge
- Intense screening obstacles and difficult to identify decision makers
- Industry spending has stagnated
- New companies encroaching on the market
- Increased pressure from standard competition
- Highly successful sales representatives whose skills have plateaued
The Solution
- Learn how to build trust with different behavioral types
- Communicate value through the entire selling interaction
- Fully analyze customer organizations and their driving forces
- Anticipate and handle negative behavior and objections
- Role-play “cold calling” skills and gain an understanding of prospecting
- Learn how to get an agreement to act to bring closure to discussions
- Self-evaluate implementation of skills and ensure lasting results in performance
