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Invest In Yourself to Get the Greatest Returns

The gift of education is the gift that keeps on giving. Getting your higher education degree is a critical element of success for most professionals these days. But education shouldn’t stop with your college experience.

Ongoing training is also necessary to maintain your competitive edge. This is especially true for sales professionals who act as consultants to their customers. Keeping up with industry changes, new methodologies and customer concerns are an absolute necessity. More importantly, ongoing training results in more money! A training analysis showed that training geared for sales and marketing professionals resulted in 24% higher profit margins and an increase in sales of up to 6.5% (, 2013).

So there are two primary focus areas for training when it comes to sales professionals. First, learn the basics. There are fundamental processes that every salesperson should master to enjoy consistent success. The earlier you learn these fundamentals in your career, the better off you will be. But even the best salespeople will get away from the basics the longer they stay in business. It’s not at all uncommon to see sales professionals succeed in their first year of business only to watch them fall into a slump during their second or later years because they get away from the basics.

Taking refresher courses on the fundamentals will keep you sharp. Some of the basics include territory planning, cold calling techniques and negotiation/closing skills just to name a few. Do you know how to mine your install base customers? Only focusing on net new leads? The probability of selling to an existing customer is 60 – 70%. The probability of selling to a new prospect is 5-20%  (, 2013).

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Cisco Partner Weekly Rewind – September 4, 2015


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

Cisco and Apple Announce Partnership

This week, at our yearly Global Sales Experience Conference (GSX) in Las Vegas, Apple CEO, Tim Cook, surprised everyone by joining John Chambers on stage to announce an exciting new partnership between Apple and Cisco.

The two companies are coming together to optimize Cisco networks for iOS devices and apps, integrating iPhones with Cisco environments and providing unique collaboration capabilities on iPhones and iPads.

Apple  Cisco Partnership

The big news expectedly created a lot of buzz, including this tweet from the Apple CEO:

Stay tuned for more details on how this will benefit our partners.  In the meantime, read what Cisco CEO Chuck Robbins had to say about combining the power of Cisco and Apple.

Karin Surber Asks if You’re Ready for a Fresh New Start

Karin always does a great job sharing sales tips and best practices for our partners. This week’s no different as she provides a clear path for partners to plan out their sales strategy for the year.

Karen lists 7 steps to optimize sales performance and achieve maximum Partner Plus incentives.  Take a moment to check out her full blog post as it’s sure to provide you with a head start for succeeding in FY16.

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Open Your Mind to See More Closed Deals

Are you an open minded person sales professional? Most of you reading this will say “Yes, I am open minded” without really thinking through the question.  Now more than ever we live in a world that is constantly changing. Keeping an open mind with your customers, prospects and other stakeholders is critical to your ability to survive and even thrive in this evolving and dynamic business environment. Unfortunately there’s no proven test to determine whether you are truly open-minded but the benefits are indisputable.

Here are just a few benefits of being open-minded:

  • Greater credibility as a fair-minded expert: Keeping an open mind allows an opportunity for you to change with the constantly evolving selling landscape. It doesn’t mean you HAVE to change your beliefs but it means you are at least open to evaluating new ideas and views. You may end up believing even more strongly in your existing ideas but being open means you’ve evaluated all sides of an idea or belief which lends to your credibility with customers and stakeholders.
  • Makes yourself vulnerable which opens the door to more authentic relationships: Having an open mind means you have to admit that you don’t know everything. It means being honest when you don’t know something. This can be uncomfortable as many sales people believe they are expected to be the expert and have all the answers. Many sales people unfortunately divert to the tactic of “overselling” where they sell based on what they hope to be true without verifying instead of simply admitting they don’t know. But seeing the world through an open mind is what makes you vulnerable and being vulnerable is the key to more enriching relationships. This vulnerability can be both terrifying and exhilarating but is required for true authenticity.
  • Strengthens your character: Open-mindedness provides a springboard for new ideas and a baseline that you can build upon, piling one idea on top of another. Being open-minded typically allows for new experiences which collectively make you the person you are and strengthen the beliefs that you hold. It’s very hard to build on experiences without an open mind.
  • Helps you to gain confidence. When you live with an open mind, you are continually learning and experiencing which contributes to a strong sense of self. You are not confined by your own beliefs, or the beliefs of others. You are open to evaluating new ideas without judgement. Imagine going into a new prospect’s environment and truly being open to the experience.  Take the time to learn as much as possible about what is going on there without jumping to a quick solution. Then, and only then, can you really understand what is needed and propose an optimal solution. Over time, your confidence will soar because you will no longer be fearful of the unknown. You will welcome it because it will add to your experience as a seasoned sales and business professional.

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Believe in What you Sell: There’s No Faking it

Years ago I once read that a sale doesn’t happen until there is a transfer of energy from one party to another party. I believe this to be 100 percent true.  Your customer won’t buy from you unless they believe they or their company is going to benefit in some way. The prospect of that happening is exciting to them. The enthusiasm you feel about your solution is transferred to your customer and the deal is closed.

Now, this transfer of positive energy is almost never going to happen if you don’t believe in what you are selling. You can go present your solution to the customer, talk about how wonderful it is and what value it will bring, but if you don’t truly believe what you are saying, your customers will always pick up on that unspoken message. No matter how hard you try, you cannot fake it. It’s human nature that our hidden feelings about our ideas on something will ultimately betray our spoken word.

Imagine this scenario. You are in a presentation with a new prospect. This is a huge opportunity for you. You team has spent hours designing the optimal solution for your customer. It’s a full room. Your boss is there. The CEO of your customer is there, but you are feeling conflicted. The company you work for has had serious quality issues during the past year and the resolution experience has not been good for customers. You’ve had multiple complaints and some recent project experiences have gone horribly bad. Read More »

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Cisco Partner Weekly Rewind – December 19, 2014

Partner-Weekly-Rewind-v2Each 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

Sherri Liebo posted this week on the Cisco Partner Plus program. Following up on her post about midmarket last month, Sherri provided expanded information on Partner Plus and how partners can take advantage of its three tier system to grow and expand in midmarket.

If you’re interested in learning more about just how this fits into The Cisco Partner Ecosystem, be sure to check out Sherri’s blog, and let us know what you think! Read More »

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