Digitize sales - digitize your team - digitize yourself - insights from Cisco's digital transformation
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Digitize sales - digitize your team - digitize yourself Insights from Cisco's digital transformation My presentation from Dreamforce 2015 #DF15
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Digitize sales - digitize your team - digitize yourself - insights from Cisco's digital transformation
- 1. Insights from Cisco's Digital Transformation Thomas Winter, Senior Director Cisco Digital Experience Innovation
- 2. Digitize Sales Digitize Your Team Digitize Yourself
- 3. Every business has to become a digital business or it will cease to exist. What are YOU doing to digitize? 5.4People involved in the average B2B buying decision 29% Sales reps that are well prepared to engage with buyers 67% Buying journeys that are digital interactions vs. traditional sales calls
- 4. Benefits of Digital Selling B2B Buyers Connecting with Sellers via Social Networks Trust Relationships thru virtual face-to-face interactions Learn to Love Small Dots shrinking deal sizes and increasing deal volumes Smarketing revenue growth through strong sales and marketing alignment Sales Information Overload rationalize high volume of digital customer signals
- 5. Sales Digitization Strategy Experience & Productivity Buying &Selling Experience Actionable Insights Knowledge, Relationship & Interaction Winning Patterns
- 6. Sales Digitization Strategy Actionable Insights Knowledge, Relationship & Interaction Leverage Your Digital Network • Find content anytime, anywhere on SalesConnect • Use social selling for an up to 9% sales uplift • Interact with customers through digital collaboration tools to significantly increase sales Cut Through the Noise • Improve install base data quality • Increase lead relevance (MQL -> SQL) • Leverage predictive scoring engine for a 20% faster sales cycle
- 7. Transform the Buying Journey • Transform pricing and discount process • XaaS/Software subscriptions • Renewal acceleration Sales Digitization Strategy Buying Experience Winning Patterns Tie Actions to Results • Replicate winning patterns • Speed to insights (measure every initiative) • Engaging and mobile-friendly experience for sales
- 14. More Chances to Present at Dreamforce Develop Your Reputation as an Expert to Get More Business Build Your Brand to Gain More Followers Make More Connections to Help You Grow Your Career
- 15. Drop me a note of one thing you do to digitize – thwinter@cisco.com Get Started! Digitize Sales DigitizeYourTeam DigitizeYourself • Address ONE sales pain point E2E (Policy, Process, System, EXPERIENCE) • Build a plan to turn data into actionable insights • Scale a social selling strategy • Adopt business messaging platform • UseVideo to strengthen connections • Connect • Share
- 16. Other Cisco Presentations at Dreamforce Mobilize your Sales Organization with Salesforce1: Cisco's Experience Speaker: Patrick Piwowarczyk, Sr. Director, Global Market Capabilities Work in Sync with Premier Enterprise Content Platform - Salesforce Files Speakers: Duncan Glover, Operations Manager & Jeremy Woodfin, IT Engineer Learn How to Run Your Sales Organization with Wave Analytics Speakers: Luca Felli, Practice Lead – Digital Selling Innovation The New Era of Analytics: Moving from Legacy BI to Wave Analytics Speaker: David deMilo, Chief Architect & Jeremy Woodfin, IT Engineer
- 17. Survey Please tell us your thoughts on this session via the Dreamforce App Session Survey
- 18. Thank you Let’s stay in touch! www.thomaswinter.me
Editor's Notes
- Thomas Winter – DEI My team ensured the GTM projects get the right digital tool in place to be successful. We ensure the ensure that digital platforms in the company meet sales needs. Drive a digital sales acceleration roadmap for sales
- Exiting times to be in digital Digital is everywhere Digital innovation is accelerating at unbelievable speed Digital is also scary Digital is expected 4 out of 10 business will cease to exist because they fail to digitize We’re dealing with the best informed and connected customer ever and with that it becomes harder and harder for a sales person to deliver value Digital revolution will transform you and your job What are you doing to digitize to be ahead of the curve? What are we doing with the Cisco sales force to be ahead of the curve? Given that our approach to selling has not fundamentally changed since the 90ties and that most of our sales tools are not seen as a productivity enhancement, let alone a growth accelerator, We have a tremendous opportunity in front of us I’m going to give you a sneak peak on our strategy for sales and a few suggestion for your team and yourself
- Customer Interactions -> Knowledge & Relationship Capital + Interactions & Collaboration Actionable Insights -> Customer Insights + Actionable Signals Buying Experience -> Q2O Forecast & Analytics -> OMF
- Customer Interactions -> Knowledge & Relationship Capital + Interactions & Collaboration Actionable Insights -> Customer Insights + Actionable Signals Buying Experience -> Q2O Forecast & Analytics -> OMF
- Customer Interactions -> Knowledge & Relationship Capital + Interactions & Collaboration Actionable Insights -> Customer Insights + Actionable Signals Buying Experience -> Q2O Forecast & Analytics -> OMF
- What we found is that Cisco’s top 25 Commercial sales reps had a Social Selling Index that was 1.7 times greater than their peers.