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What is Your Credibility Factor? Earn the Right to Say “No” and Win the Business

If you’ve had sustained success as a sales person, you can probably look back at your career and pinpoint one or two defining moments that moved you to the next level of credibility with your customers. These moments are different for everyone.  Maybe it was winning a huge deal against stiff competition. Or it could have been the hard lesson of losing a major deal because of a lack of focus on the details. For me, that defining moment came when I was willing to say, “No” and walk away from a deal when it wasn’t right for my customer or my company.

You might ask, “How could saying “No” and walking away be a defining moment for a sales person?” After all, isn’t the point to win the deal? Actually, I did win the business. I had the confidence to tell the customer that what they were asking for was unreasonable, would result in a poor quality solution that wouldn’t meet their needs and refused to work with them on the project. The customer went with another vendor and the results were disastrous. Within 45 days, the customer had returned, hat in hand, asking for help in salvaging the project. We took the customer in a different direction, got the project back on track and finished in a way that allowed the customer to save face with his management. That customer never questioned me again when I had to deliver hard news. I’d earned the credibility necessary to secure their future business, and the impact on my confidence as a sales person was monumental.

For most sales professionals, their career defining moment also revolves around earned credibility with customers and peers. What exactly is credibility? Credibility is believability or trustworthiness. Credibility is the ability to inspire or earn the trust, belief or confidence of others towards you based on a combination of certain factors or qualities that you exhibit. Credibility is the direct result of displaying these qualities consistently. Most importantly, credibility is earned, meaning it doesn’t come freely. It’s not a thing you can give; it is a thing you get. It is the impression others have about you and all that you do or represent based on multi-faceted elements. Read More »

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Service Provider Transformation through Innovation

No doubt, these are exciting times for service providers.  With the massive transformations that are happening nowadays in the industry and marketplace, being at the center of it all presents a huge opportunity. Well, this is exactly where service providers find themselves today: at the center of how enterprise businesses and consumers can transform through innovation.

At Cisco we are well-positioned to drive profitable growth for our service provider partners.  We have made a number of significant changes intended to help service providers globally earn more, reduce cost to serve while improving their agility.

We created an SP Segment and I have been asked to lead the overall business and strategy for Development, Nick Adamo will lead Sales, and Cedrik Neike will lead Services. Together we are partnering to simplify our engagement model and at the same time leverage the entire Cisco portfolio of solutions and products to bring to our customers the capabilities they need to achieve their business objectives.

We believe service providers are centered on transformation through innovation.  We believe that, with Cisco, they can: Read More »

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Take Advantage of Mobile Cloud. What Are You Waiting For?

September 23, 2014 at 8:00 am PST

As organizations seek ways to maintain real-time connections with their workforce and customers in an increasingly digital and mobile-centered world, the growth of mobile cloud will be a major force in shaping the business landscape and future tech decisions. The first blog post in this series, by Padmasree Warrior, explores how the convergence of mobility and cloud will deliver unprecedented transformation for all organizations. The second blog post in this series, by Sujai Hajela, answers the question of what mobile cloud really is and how it continues to provide new business opportunities. In the third post, Joe Cozzolino looks at what mobile cloud means for service providers and enterprises. In the fourth blog, Michael Fuhrman discusses the need for end-to-end security in a mobile cloud environment. And finally, this post will discuss actions that CXOs should take concerning cloud technology.  

Our recent mobility landscape study showed that organizations are looking for ways to maintain real-time connections with their workforce and customers in an increasingly digital and mobile-centered world.  The growth of mobile cloud is a major force in shaping the business landscape and future tech decisions. This blog series explores how the convergence of mobility and cloud will deliver unprecedented transformation for all organizations.

In this final post, Hans Hwang outlines two case studies where clients have used the reach of mobile cloud to improve customer interactions using real-time technology and results and speaks directly to business leaders on how to achieve the results they desire from mobile cloud technology.

In this series, we have covered a lot about what mobile cloud is and its capabilities, but can mobile cloud give you a return on your investment? As a Services leader, I see a lot of opportunity for you to get going with mobile cloud as a differentiator for your business. I’d like to close by talking about business outcomes. What is it you’d like to achieve? Increased efficiency? Reduced operating expenses? More revenue? A better experience for your customers? Or is it all of the above?

Let’s face it: your customers and your boss don’t care what particular technology you use to deliver results. They only care that you get there fast with minimal risk – and without extra funding. Investing in mobile cloud could be just your ticket, so let’s talk about business outcomes.

Mobile Cloud #5 8.4.14

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Growing Sales and Increasing Marketing Response with the “Right Stuff”

In this new era of big data, every savvy Partner wonders how can we use more customer intelligence to fuel our business. How do we use it to gauge when to approach customers? How do we use it to identify new opportunities, migrate customers, customize solutions, and get to real business outcomes faster? As the pace and scale continues to increase, some of us feel a little like test pilots the movie The Right Stuff who are constantly pushing the envelope to new heights.

Here are some innovations we’re using to drive breakthroughs in the sales and marketing of Cisco technologies. Using some of these “right stuff” tips, you can take your sales and marketing results to the next level: Read More »

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The Shift to Content Delivery Networks (CDNs) Supports More and Better Customer Video Experiences

The Internet has emerged as one of the most powerful ways for businesses and consumers to communicate and learn. Its global reach, accessibility and speed have opened doors to areas of knowledge that in the past were available only to a privileged few. With the emergence of popular video-streaming services that deliver Internet video to the TV and other devices, content delivery networks (CDNs) have prevailed as a dominant method to deliver such content. However, the popularity of video and other IP-based multimedia is causing increased traffic for CDNs.

As consumers continue to demand greater amounts of high-quality content over the Internet, service providers (SPs) are finding it difficult to increase revenues while operating efficiently and containing costs. This is due mainly to two things: Read More »

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