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% (Learndash.com, 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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Tags: karin surber, partner, Partner Plus, sales, sales enablement, sales training
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.
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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Tags: Apple, chuck robbins, Cisco, mobility, Partner Plus, sales, Sales Tips, Tim Cook, Weekly Rewind
As summer comes to a close, many of us have kids who are returning to school with shiny new shoes and eager smiles. After a few months off, their minds are ready for the new school year and are open to learning again. Or if you have a high-schooler like me, they may not be as eager and are counting the years until they graduate. Either way, the importance of getting a fresh new start is critical to making the most of their education.
The same is true in the business world. Most of us rush through the day, striving to finish our to-do list, rarely taking time to take a step back and get that fresh new perspective. The opportune time to do this is at the start of the new calendar or fiscal year. As Cisco dives into our new fiscal year 2016, we welcome the new and returning Partner Plus Partners into the FY16 Partner Plus program. This is an exciting time at Cisco and an excellent time for Partners to take that step back and plan out their execution strategy for the new fiscal year.
Follow these steps to optimize your sales performance and achieve maximum Partner Plus Incentive Payouts.
- Know your quarterly Partner Plus Target. Your quarterly targets can be found in Partner Program Intelligence (PPI). In addition, your Cisco bookings for both services and products are updated daily in PPI so you can see how you are performing against that quarterly target. Make it a habit to check PPI at least 2X per week to stay on top of your bookings.
- PLAN, PLAN, PLAN. Once you know your quarterly target, build out a plan to reach your goal. Work with your Cisco PAM/VPAM to complete your Cisco Business plan. Make sure you incorporate your Partner Plus target into the plan. Strategize on how you will invest your Partner Plus wallet dollars.
- Starting Building your Pipeline – early and often. A good rule of thumb is to have 3X your target in your pipeline at all times. So if your quarterly targets average $200K, you would want to have $600K in your pipeline of opportunities. If you have any Partner Plus wallet dollars, invest in some demand generation activities to help build a solid pipeline to ensure you meet your quarterly target.
- Leverage “Partner Help Plus” as a consistent part of your go to market strategy. Partner Help Plus is an exclusive pre-sales engineering service for Partner Plus Partners only. The Elite level can leverage Partner Help Plus directly. Prestige and Aspire levels can access Partner Help Plus through their Cisco Authorized Distributor. Partner Help Plus level 2 and 3 engineers will solve your case with shorter turn-around times and provide exclusive services only for Partner Plus. Leverage our experts to help increase your close ratios.
- Hone your Selling Skills. Another exclusive benefit for Partner Plus partners are access to Softskills Selling webinars. These monthly online webinars offer advice from outside consultants on a variety of topics including “Prospecting and Lead Nurturing”,” Cross Sell, Upsell & Renew”, “Closing Strategies” and much more. Look for invitations coming your way soon!
- Use Winner’s Circle as a Motivator with your Teams. Partner Plus Partners receiving Prestige and Elite level benefits have the opportunity to earn a spot in our annual Partner Plus Winner’s Circle event. This all expense-paid trip is available to top performing Partner Sales Reps who help their company over-achieve Partner Plus targets. Winner’s Circle attendees enjoy first class accommodations at premier locations around the globe and get to network with Cisco executives and have fun while celebrating their success. Make sure your sales teams know about this amazing trip. Keep an eye out for upcoming Winner’s Circle Leaderboards to see if your company is in the running to attend!
- Work with your Cisco Authorized Distributor to leverage their resources to further maximize results. Your distributor has a wealth of resources that you, as a Cisco partner, can leverage to increase your success in the market. By aligning with both Cisco and your Cisco distributor, you can take your business to an entirely new level.
So, with a wealth of resources and benefits, Partner Plus Partners have a competitive edge in the midmarket which can help increase sales exponentially. Make sure YOU are taking advantage of all these benefits and much more. And if you aren’t yet a Partner Plus partner and are curious how to qualify, please visit our website. Most importantly, take some time to strategize and gain a fresh perspective to maximize your results!
Tags: Cisco, cisco partner plus, karin surber, Partner Blogs, sales
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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Tags: Cisco, karin surber, partner, Partner Plus, sales
Once upon a time, sales and marketing were in love
True, Marketing wanted a long-term relationship and Sales only wanted a one-night stand, but it was clear where everyone stood.
Then, the relationship began to change
With the advent of digital and social tools, buyers – not sellers – stepped into the driver’s seat. They began using online means to conduct ROI analyses before making final purchasing decisions. Today, according to Sirius Decisions, buyers are more informed than ever because they’ve got access to online content as well as an extensive online peer network. And, according to a recent DemandGen Buyer Behaviour report, almost half of buyers create a short-list of potential vendors and one- third conduct initial research on solution options before the first communication with a sales rep.
Marketing started to use tactics that buyers, not Sales, preferred
Marketing started to change too. As Cisco’s CMO Karen Walker has said, “Marketing was the last function to be industrialised and the first function to be digitised.” With the buyer in control, Marketers started moving away from outbound tactics like tradeshows, live events, and email campaigns that Sales was used to. We started using digital tactics that matched the buyers’ desire to look for information online using search engines, vendor websites, and social media sites. But neither Sales nor Marketing was happy. Things got so bad that Hubspot reported: “87% of the terms sales and marketing teams use to describe each other are negative.”
Enter Revenue Marketing
Like a good marriage counsellor, Revenue Marketing helped Sales and Marketing rekindle their relationship. In a nutshell, Revenue Marketing ensures that Marketing strategies and campaigns align with Sales and business objectives to generate a measurable ROI to the bottom line. Using Revenue Marketing principles, Marketing started to transform from a cost centre to a revenue centre. Marketing and Sales began to work in partnership again. And they began speaking the same language – using terms of endearment like planning, forecasts, pipeline, bookings, and revenue.
Back on track: Smarketing
Today, the romance between Sales and Marketing is back on. And, like all happy couples, they’re using a pet name: Smarketing. Hubspot defines the term Smarketing as “the alignment between your sales and marketing teams created through frequent and direct communication.” We’ve embraced the term and the concept here at Cisco, and here are four lessons learned to strengthen the relationship between sales and marketing.
4 Tips For Smarketing bliss
1. Speak a common language
It’s important to be on the same page. For example, here at Cisco, Sales and Marketing both know exactly what we mean by terms such as Marketing Qualified Leads (MQL), Sales Accepted Leads (SAL), and Sales Qualified Leads (SQL).
2. Gaze in the same direction
Marketing and Sales must also share revenue goals and strategies. We have defined how much Marketing will contribute to Sales – both to the pipeline and to bookings. We have also articulated what each team will do to support the others’ efforts.
3. Communicate, communicate, communicate
Once you’re on the same page, tune your operational systems to give visibility into results – and refine your processes continually. At Cisco, Sales and Marketing use common reporting dashboards and hold each other accountable. Both teams listen and respond to feedback.
4. Celebrate success hand-in-hand
Now that Marketing can concretely prove its value, both teams can celebrate together. This builds strong team morale.
Smarketing may be a cute term but it has very real ramifications. In fact, according to a study done by the Aberdeen Group, companies with strong sales and marketing alignment can get 20% annual revenue growth. Now that’s worth celebrating.
So please raise a glass and join me in congratulating the happy couple. To….Smarketing!
Tags: digital, marketing, revenue marketing, sales, smarketing