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Enter the Cisco Smart Care Galaxy to Improve Your Sales Opportunities

Partners who implement Smart Care may realize 2-3 times the growth in services margins and be entered into a drawing for one of 10, $500 gift card prizes.

Travel through the galaxy by clicking on the image:

Click on the SUN for Smart Care program details

Click on the ARROW to see the Accelerate Smart Care training program and incentive contest details

Click on the PARTNER PLANET to see the criteria for outrageous success

Click on the COMET to see partner testimonials and tips for implementing Smart Care

Partners who learn to sell Smart Care services beat their competition!

Partners active in the Accelerate Services Sales Program see increases in attach and renewal rates!

Partners who play earn points towards COOL prizes!

Learn how to propel your US&C Smart Care services and increase your margins

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10 Best Practices to Selling (Smarter and Faster) Using WebEx

Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Part one previews is Tips for Selling Online and part two features the Five Most Common Mistakes Made Selling Online. You can listen to the entire WebEx event here.

In today’s final look at Tom Drew’s advice, we have summarized his 10 Best Practices. While still in his voice, this is a high-level summary of his talk. If you watch the recording, you can see his visual examples that support these ideas.

When you are hosting an online meeting, the chances of you losing the attention of your audience are very high. Getting your attendees attention and keeping them engaged is the key to success when selling online. Read More »

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Has our Curiosity Become Lazy?

“Growth in output and median incomes has slowed in rich countries because the pace of innovation has slowed” The Economist

This article sets out the argument that aside from the obvious “revolution” in computer technology and the internet not much has changed in the world’s rich nations in the past 40 years. Read More »

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Selling Online: Avoid The Five Most Common Mistakes

Tom Drews

Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. We are presenting Tom’s information in a series of blogs. Today, in part two, he talks about the five most common mistakes people make when selling (or persuading) online. Click here for part one. You can listen to the entire WebEx event here.

Here are the five most common mistakes I see people make when selling online:

1. Not having a structure.

So many people don’t have a beginning, middle and an end. They don’t state a clear objective like, “Here’s what I’d like you to get out of our presentation today, and here’s what I’d like you to do.” When you don’t have a structure, the participants don’t know what to expect from your meeting.

2. Death by PowerPoint.

Most of the presentations that I see have too much information. The problem with having too much information on the slide is that we are naturally inclined to want to read what’s in front of us, and that is a major distraction if you have too much information. Here are some other classic Death by PowerPoint complaints:

  • “Presenters talks about themselves too much.”
  • “Too much focus on pain point.”
  • “Set up of things I already know and live with.”
  • “Not getting to the point.”
  • “Not prepared.”
  • “Weird fonts makes it hard to read.”
  • “Reading the PowerPoint.”
  • “Speaker gets ahead of the presentation.”
  • “Presenters who talk a lot around the topic instead of focusing on the topic itself.”
  • “Lack of interaction.”
  • “Jumping around.”
  • “Lack of enthusiasm.”

Read More »

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Tutorial: Tom Drews Delivers Tips for Selling Online with WebEx

Don't put your prospects to sleep!

Tom Drews is the CEO and founder of What Works! Communications. He helps sales people to design and deliver effective virtual sales presentations so that they can beat the competition and close more business. His clients include Google, Clif Bar, McKesson, Cisco, and Symantec.

Tom was former vice president of sales for two different fast-growing technology companies in San Francisco. Tom also spent some time in Hollywood as an actor where he learned valuable strategies for designing and delivering engaging presentations.

We will present Tom’s information in a series of blogs. Today, in part one, he talks about the role of virtual sales and the value of using tools like WebEx. He also offers his first tip for success. You can listen to the entire WebEx event here.

Presenting and selling in the virtual environment is the wave of the future. It’ll never replace the face-to-face meeting, which is something we’ve been doing for centuries, but it can be an incredibly effective means of communicating both our message and our value to our prospect. That said, it will mean next to nothing if we can’t effectively engage them.

What is the number one challenge when selling in a virtual environment?

Read More »

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