Landing the first deal is just the beginning of the customer journey. Many sales professionals make the mistake of closing and immediately moving on to the next opportunity. But once you’ve got your foot in the door of a new account, why abandon your newly found customer credibility when it can be leveraged to uncover additional business there?
Expanding your reach within an account by asking to be introduced to managers of additional lines of business is an excellent way to cultivate new opportunities and build a protective barrier against the competition, in effect “thermalizing yourself.” Thermalizing entails asking your new customer to sponsor your introduction to other lines of business, fostering relationships with those contacts and developing opportunities for additional sales. The more entrenched you are in the customer account, the more credibility you build and less likely the competition will get their foot in the door.
Thermalizing is much more effective than cold calling net new accounts. With new accounts, you are always starting at “Square One” from a credibility perspective. In contrast, referrals from existing customers have much higher close rates, shorter sales cycles and tend to be more profitable. You add significant value to a customer when you have successful experience working with them and understand the way they do business. Customers know there will be a learning curve if they work with another vendor. So you automatically have an advantage. Learning to perfect the art of Thermalizing is key to maximizing your effectiveness as a Sales Professional. Read More »
Tags: Cisco, dollarizing, karin surber, partner, sales, thermalizing
Each week, we’ll highlight the most important Cisco Partner Ecosystem news and stories, as well as point you to important, Cisco-related partner content you may have missed along the way. Here’s what you might have missed this week:
Off the Top
This week saw the 10th annual Collaboration Summit kickoff and Richard McLeod was on hand as part of the Cisco team to participate in the event. Richard emceed the Partner Awards Ceremony on Sunday night where we honored 27 award winners in 11 different categories. Read Richard’s full recap of the awards ceremony.
Richard also posted about the announcements from Collaboration Summit and provided a summary of the new opportunities available to partners. Be sure to check out both of his posts and see what’s new in video and cloud for Cisco partners.
In our latest Partner Voices blog entry, TekLinks shared how they use Cisco-powered solutions to provide data security and business continuity.
Learn how TekLinks preserved the data for the Peoples Bank of Cullman, AL when a series of tornadoes ripped away part of its data center. You’ll also get TekLink’s thoughts on ransomware. Give it a look and let us know what you think! Read More »
Tags: Cisco, collaboration summit, partner, partner voices, richard mcleod, TekLinks, Weekly Rewind
Well we’re deep into football season, so I decided what better time to chat with David Powell, TekLinks Vice President of Managed & Cloud Services, than when his beloved Alabama Crimson Tide are fighting for a spot in the College Football Playoffs. (Meanwhile, my Wake Forest Demon Deacons are mired in their sixth straight losing season.)
In short, I thought a little distraction for David would be good for him, and he agreed to give me some insight into how TekLinks is ramping up data protection for their customers using Cisco Cloud-Powered Solutions.
With all of the malware attacks in the world today, sometimes Mother Nature is still the biggest threat to data security. When a deadly tornado outbreak in April 2011 occurred, Peoples Bank of Cullman, AL, experienced firsthand how important it is to have a backup data center location for their core infrastructure. The TekLinks’ networking team was already watching the tornado’s activity via Skycam when they were alerted that the connectivity at all of the Peoples Banks in Cullman had gone out simultaneously.
The team’s suspicions were confirmed when they received word that the bank’s entire second floor was gone. However, the bank’s primary servers were still intact. Early the next morning, the bank’s CTO and technical staff transported the servers to one of TekLinks’ Birmingham data centers, where an entire team of TekLinks engineers were waiting to get their core servers re-cabled, properly powered up, and reconnected to the network. The TekLinks team worked around the clock with the bank’s IT staff to get the bank’s environment and online customer services back up in less than 36 hours after the incident. Read More »
Tags: Cisco, cloud, data security, David Powell, Hybrid Cloud, partner voices, TekLinks
One year ago at Cisco Collaboration Summit 2013, we set out on a mission to bring amazing collaboration experiences to every room, every desktop, and every pocket. We’ve had an incredible year delivering simple and affordable collaboration technologies leading up to Collaboration Summit 2014 this week in Los Angeles. In addition to yesterday’s news, today, the innovation continues as we announce two new Business Edition collaboration solutions for businesses of every size. Designed for partners to take to market, these packaged collaboration solutions make it easier for you to sell, deploy, and manage.
Packaged Collaboration for Every Size Business
The new Cisco Business Edition 6000S is designed for smaller deployments – up to 150 users – while meeting all your customers’ essential collaboration needs. It’s preconfigured with five unified communications applications and built on a cutting edge router, yet can seamlessly migrate to full-scale collaboration platforms. No other vendor offers an integrated router, server and gateway for this market segment, which provides an enormous competitive edge for you. Read More »
Last night, we kicked off the 10th Cisco Collaboration Summit at the JW Marriott Live in Los Angeles with an awards dinner to honor our partners around the world. Rowan Trollope, Collaboration Technology Group SVP, and I had the privilege of playing masters of ceremonies for the event. Cisco recognized 27 partners for their exemplary performance across 11 categories.
Last night’s fun, excitement, and anticipation was the perfect opening for what’s in store for us over these next few days. Today’s keynotes with John Chambers, Chairman and CEO, Jonathan Rosenberg, VP of the Collaboration Technology Group, Aaron Levie, CEO of Box, and Rowan will reveal amazing new innovations and opportunities that will put collaboration front and center for all of us in 2015. (Be sure to tune into the live streaming event at 1:30 p.m. Pacific or watch the on-demand replay.) You will see that partners are integral to the success of Cisco’s collaboration business. What we achieved this past year, working together, makes it clear we can only reimagine collaboration for our customers by doing it together.
On behalf of Cisco, we thank you for your partnership and applaud you on your success.
Collaboration Summit 2014 Partner Award Winners
Software Superstars: Best job selling software and practice management for WebEx, Cisco Unified Workspace Licensing, Software Support Services, and enterprise agreements Read More »
Tags: collaboration summit, csummit, john chambers, Jonathan Rosenberg, partner, richard mcleod, Rowan Trollope