Most sales professionals hit the ground running every work day, focused on meeting with customers and prospects, doing what we can to move deals forward, and completing a multitude of other tasks necessary to get the job done. Often the weeks fly by without the chance to step back to take a breath and look at the bigger picture. But one of the most impactful things you can do for your business is to take the time to re-establish priorities and objectives for the coming year. Most larger companies have formal planning processes but smaller businesses and individuals often neglect this aspect of their business.
For most sales people, their focus and priorities are governed by their employer’s objectives. This works well for setting annual sales goals and associated job duties. But the business climate is changing at an astoundingly fast pace. Companies and individuals who don’t keep their finger on the pulse of industry changes miss the opportunity to stay in front of the competition. This translates to lost sales and credibility gaps with customers.
Looking for ways to reenergize your sales focus and stay on top of trends? Follow these tips:
- At least once a quarter, meet with your sales team to share insights on any new trends, concerns or opportunities you are seeing in your market over and above the day to day operational focus.
- Make sure you subscribe to at least two trade magazines, BLOGS or RSS feeds to keep up industry changes and announcements.
- Schedule time on your weekly calendar to actually read the magazines, BLOGS and feeds.
- Make a mental point to share your insights with customers and business partners to heighten your credibility as a go-to expert.
- Network with peers and new prospects on an ongoing basis. Networking is one of the most effective ways to find prospects and keep up to date with your local market.
- Attend at least one tradeshow or industry specific training event annually to maximize your exposure and keep up with new learnings.
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Tags: Cisco, karin surber, partner, sales
In 2001, Cisco Capital introduced Cisco Certified Refurbished Equipment (CCRE) a program designed to sell Cisco’s high-quality refurbished products. To address the growing secondary market, and provide a price-competitive and trusted alternative in those cases when buying new equipment is not an option, Cisco Capital is evolving its CCRE program to become Cisco Refresh. Available through Cisco authorized resellers and the Cisco Commerce Workspace, products sold through Cisco Refresh are remanufactured and backed by the same Cisco warranty and service support options as if buying new. Providing a range of value-added lifecycle solutions, Cisco Refresh also introduces a new sales tool and expanded profitability opportunities for partners.
- 1 Click Tool (1CT) availability: Now available to all partners worldwide, this tool allows easy blending of customer’s bill of materials along with a simple way of identifying the right discount required to close the deal. The tool also introduces “Watch List,” a new feature that allows partners to insert certain part numbers they are tracking, and automatically be notified when these parts become available.
- Expanded portfolio: Approximately 500 products have been added to the Cisco Refresh portfolio providing partners with extra revenue potential and product availability. The inventory – consisting now of nearly 4,000 offerings – includes products from all technology areas, including switching, routing, wireless, IP telephony, security, and other advanced technologies.
- Cisco Refresh Partner Incentive Program (RFIP): Partners registered in RFIP may be able to receive an additional rebate on eligible Cisco Refresh sales.
- Distributors: Global distributors have full access to the Cisco Refresh inventory and can carry a range of products either in stock or available on request.
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Tags: ccre, Cisco, cisco capital, cisco refresh, cisco refurbished equipment, partner
Every year an incredible amount of preparation goes into my presentation and one-on-ones for Partner Summit. We had 11 or so Spark rooms of various teams coming together to make decisions about demos, graphic design, scripting, statistics, offers, and so on. Lots of hard work (made easier with Spark), but all that effort culminates in a few days that are both rewarding and inspiring. First, we got to hang out with more than 2200 of you in the lovely city of Montreal (while 6000 others tuned in virtually) and hear some great talks from our top leaders.
The second reward I got from all the weeks leading up to Summit where my team was heads down doing research and crunching numbers was gaining a buttoned-up set of facts that support the message I wanted you to walk away with – that disruption creates an opportunity to thrive. The partner trends we uncovered are compelling.
I want to make sure you have those facts and figures at your fingertips. We’ve created a Cisco Worldwide Partner Summit 2015 Collaboration Offers and Announcements page where you can find all the details on our new partner announcements and offers as well as the presentations. I think you’ll find the offers very rewarding, and if you didn’t get a chance to hear Rowan announce them on main stage and in the breakout session, you can find the recordings on the Cisco Virtual Partner Summit site.
Let’s also do a quick recap here of the three big areas you can focus on to seize that window of opportunity we talked about: Read More »
Tags: #ciscops15, adoption, Cisco Spark, cloud, collaboration, john chambers, partner summit, richard mcleod, Rowan Trollope, Spark, video
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:
I’m back with the Weekly Rewind after a one week absence while I covered Partner Summit and Marketing Velocity in Montreal. Before I even get around to wrapping that up though, perhaps you’ve heard there was a big story this week…
Off the Top
Just in case you somehow missed it, on Monday, May 4, Cisco named Chuck Robbins as the next CEO, effective July 26. After 20 years of leadership, John Chambers will move into the role of Executive Chairman.
As you can imagine, we are all quite excited about this news and can’t wait to see where Chuck’s leadership will take us next. At the same time, we are so thankful to have had John as CEO for the past 20 years and I, for one, am thrilled that he’s staying on as Cisco’s Executive Chariman.
What do you think of the announcement? Join me in congratulating Chuck in the comments section below. Also be sure to follow @ChuckRobbins on twitter as he often tweets directly to Cisco Partners:
Thanks to all our partners who have reached out this week – I am so gracious! @Cisco partners are the best! @CiscoPartners
– Chuck Robbins (@ChuckRobbins)
Cisco Marketing Velocity and Partner Summit
Now back to our regularly scheduled program. I spent all of last week in Montreal covering Cisco Marketing Velocity 2015 and Cisco Partner Summit 2015. It was a busy week to be sure. With the events running in conjunction this year, there was a great deal of ground to cover. Before we even go there, how about one last fun look and what it was like to be in Montreal last week for Velocity and Partner Summit?
Hopefully, my recaps of Velocity and day one, day two and day three of Partner Summit brought you the news you needed to see, and a pretty good idea of what it felt like to be at the event this year. You also had a chance to hear from Steve Benvenuto and Edison Peres with a couple of announcements from last week that are certainly of interest to partners. Read More »
Tags: #ciscops15, #mktgvelocity, CEO, chuck robbins, Cisco, Cisco Marketing Velocity, cisco partner summit, john chambers, partner, VIP, virtual partner summit, vps, Weekly Rewind
Since the close of Cisco Partner Summit 2015, I have brought you interviews with John Chambers, Rob Lloyd, Edison Peres and Sherri Liebo. Each gave their thoughts on important takeaways and announcements from Partner Summit and Marketing Velocity. I also put together a montage of interviews with numerous other executives from last week.
To close out the executive interviews during this week of wrap up coverage from Montreal, let’s hear Bruce Klein’s thoughts on this year’s Partner Summit:
So there you have it. A little later today I am bringing back the Weekly Rewind blog and I will have full recap of the events from last week there as well.
It’s a unique opportunity I have to speak with the executives every year at these events and I hope it’s worth it to you for me to relay those conversations. I would like to thank all the Cisco executives who were able to make time in their busy schedules to speak with me and a huge thanks to my co-workers and crew who help make these video interviews such a success each year. Finally, none of this is possible without you, the Cisco partners. Thank you, as always, for reading my blogs and for all your feedback on how to make these blogs and videos better.
Tags: #ciscops15, Bruce Klein, Cisco, partner, partner summit