digitize sales - digitize your team - digitize yourself - insights from cisco's digital...
TRANSCRIPT
Insights from Cisco's Digital Transformation Thomas Winter, Senior DirectorCisco Digital Experience Innovation
Digitize SalesDigitize Your TeamDigitize Yourself
3© 2014 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
Every business has to become a digital business or it will cease to exist.
What are YOU doing to digitize?
5.4People involved in the average B2B buying decision
29%Sales reps that
are well prepared to engage with
buyers
67%Buying journeys that are digital interactions vs. traditional sales
calls
Benefits of Digital SellingB2B Buyers Connecting with Sellers via Social Networks
Trust Relationships thru virtual face-to-face interactions
Learn to Love Small Dotsshrinking deal sizes and increasing deal volumes
Smarketingrevenue growth through strong sales and marketing alignment
Sales Information Overloadrationalize high volume of digital customer signals
Sales Digitization Strategy
Experience & Productivity
Buying&Selling
Experience
Actionable Insights
Knowledge, Relationship &
InteractionWinning Patterns
Sales Digitization Strategy
Actionable Insights
Knowledge, Relationship &
InteractionLeverage Your Digital Network
• Find content anytime, anywhere on SalesConnect• Use social selling for an up to 9% sales uplift• Interact with customers through digital
collaboration tools to significantly increase sales
Cut Through the Noise• Improve install base data quality• Increase lead relevance (MQL -> SQL)• Leverage predictive scoring engine for a 20%
faster sales cycle
Transform the Buying Journey
• Transform pricing and discount process• XaaS/Software subscriptions• Renewal acceleration
Sales Digitization Strategy
Buying Experience
Winning Patterns
Tie Actions to Results
• Replicate winning patterns• Speed to insights (measure every initiative)• Engaging and mobile-friendly experience for sales
Digitize Your Team
Digitize Yourself
More Chances to Present at Dreamforce
Develop Your Reputation as an Expert to Get More Business
Build Your Brand to Gain More Followers
Make More Connections to Help You Grow Your Career
Drop me a note of one thing you do to digitize – [email protected]
Get Started!Digitize Sales
Digitize Your Team
Digitize Yourself
• Address ONE sales pain point E2E (Policy, Process, System, EXPERIENCE)• Build a plan to turn data into actionable insights• Scale a social selling strategy
• Adopt business messaging platform • Use Video to strengthen connections
• Connect• Share
Other Cisco Presentations at Dreamforce
Mobilize your Sales Organization with Salesforce1: Cisco's ExperienceSpeaker: Patrick Piwowarczyk, Sr. Director, Global Market Capabilities
Work in Sync with Premier Enterprise Content Platform - Salesforce FilesSpeakers: Duncan Glover, Operations Manager & Jeremy Woodfin, IT Engineer
Learn How to Run Your Sales Organization with Wave AnalyticsSpeakers: Luca Felli, Practice Lead – Digital Selling Innovation
The New Era of Analytics: Moving from Legacy BI to Wave AnalyticsSpeaker: David deMilo, Chief Architect & Jeremy Woodfin, IT Engineer
SurveyPlease tell us your thoughts on this session via the Dreamforce App Session Survey
Thank you
Let’s stay in touch!www.thomaswinter.me