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Cisco (ICS) Sales Training For Select Certification

Introduction to Cisco Sales (ICS)


This Introduction to Cisco Sales (ICS) v1.0 course will provide students with an overview of the approach to selling Cisco including the general concepts of outcome-based selling, the sales role in business outcomes, and identifying the customer’s requirements.

In addition, we will dive into Selling Cisco Solutions, including Cisco Data Center and Cloud Architecture, Security Solutions, Enterprise and DNA as well as Cisco Collaboration solutions.

This 1-day course will prepare the student for the successful completion of the Cisco 700-150 exam.

Course Modules

Module 1: Approach to Selling Cisco

  • Lesson 1: An Overview of Cisco’s History
  • Lesson 2: The Cisco Vision, Mission, and Goals
  • Lesson 3: Cisco Products and Services
  • Lesson 4: Cisco Architectures
  • Lesson 5: Cisco Channel Routes to Market
  • Lesson 6: Partner Incentives and Promotions
  • Lesson 7: Cisco ONE
  • Lesson 8: General Concepts of Outcome-based Selling
  • Lesson 9: Cisco’s Approach to Business Outcome Sales
  • Lesson 10: Sales Role in Business Outcomes
  • Lesson 11: Customer Value Proposition and Value Chain
  • Lesson 12: Identifying Customer’s Requirements
  • Lesson 13: Identifying Routes to Market with BMC
  • Lesson 14: Business Outcomes Across Technology Cycle
  • Lesson 15: Stakeholder Management
  • Lesson 16: Presenting the Business Outcome Story

Module 2: Selling Cisco Solutions

Section 1: Selling Cisco’s Data Center and Cloud Architecture

  • Lesson 1: Unified Data Center
  • Lesson 2: Converged Infrastructures
  • Lesson 3: Hyperconvergence and Cisco HyperFlex
  • Lesson 4: Cloud Architecture and Strategy
  • Lesson 5: IoT and Data Center Automation
  • Lesson 6: IoT Analytics and Cisco Fog Data Services

Section 2: Selling Cisco’s Security Solutions

  • Lesson 1: Cisco’s Approach to Security
  • Lesson 2: Technologies Covering the Attack Continuum
  • Lesson 3: Network Security Solutions Overview
  • Lesson 4: Cloud, Web, and Email
  • Lesson 5: Cisco Talos Intelligence Group

Section 3: Selling Cisco’s Enterprise and Digital Network Architecture

  • Lesson 1: Enterprise Network
  • Lesson 2: Cisco Wireless and Mobility
  • Lesson 3: Digitization and Cisco DNA
  • Lesson 4: Cisco DNA Tenets and Design Principles
  • Lesson 5: Cisco SD-Access
  • Lesson 6: Solutions Plumbing Cisco DNA
  • Lesson 7: Cisco DNA Center

Section 4: Selling Cisco’s Collaboration Solutions

  • Lesson 1: Collaboration Architecture
  • Lesson 2: Cisco Unified Communications Platforms
  • Lesson 3: Collaboration Products
  • Lesson 4: Cisco Customer Care Solutions
  • Lesson 5: Cisco WebEx Conferencing Solutions
  • Lesson 6: Cloud HCS & Hybrid Collaboration

Target Audience

  • Account managers, systems engineers, and individuals who are interested in selling Cisco technology solutions.
  • Channel Partner account managers who are assigned to fulfill requirements around specializations

Upon completing this course, the learner will be able to meet these overall objectives:

  • Prepare students for successful completion of the Cisco 700-150 Exam.


  • Some familiarity with the IT and general technology sales process.
  • An understanding of the technology tracks (e.g., Routing and Switching, Collaboration, Wireless, etc.). More than one is very helpful.

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