sales and marketing · sales and marketing bob martin linksys by cisco canada manager....
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1© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID
Sales and Marketing
Bob MartinLinksys by Cisco Canada Manager
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 2
AGENDA
Your Presenter Today – Bob Martin
Cisco – Overview
Sales and Marketing
Career in Sales and Marketing – How to get started
Interview Prep
Q&A
3© 2005 Cisco Systems, Inc. All rights reserved.Session NumberPresentation_ID Cisco Confidential
“Every one in a company is a sales person.”
HR Manager, Data General, 1989From my first interview for a Sales Engineer
You will always be selling yourself, your idea’s to people inside and outside the organization regardless of what you do, sales, technical, HR, whatever.
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 4
+20 Years IT Industry
6 Years SysAdmin
14 Years Sales/Marketing
Experience:
Data General (now EMC)
Consulting
Computer Associates
Intel
Linksys by Cisco
5© 2005 Cisco Systems, Inc. All rights reserved.Session NumberPresentation_ID Cisco Confidential
Introducing the Cisco Unified Communications Solution
• The industry’s first smart, simple, secure communications solution designed and priced for small- to medium-sized businesses
• Uniquely delivers integrated IP Communications, switching, security, wireless, and routing products with lifecycle services, support and financing
• Cisco’s innovative systems approach enables organizations to improve operational efficiencies, enhance customer relationships, control costs, and rapidly respond to changing needs
6© 2005 Cisco Systems, Inc. All rights reserved.Session NumberPresentation_ID Cisco Confidential
Streamline Business Processes to Transform Your Business
Achieve Better Value from Existing Resources and Applications
Boost Productivity Through Solutions that Enable Smarter, More Effective Communication Processes
Manage Your Costs More Effectively
Making Communications More Effective …
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7© 2005 Cisco Systems, Inc. All rights reserved.Session NumberPresentation_ID Cisco Confidential
The Cisco Unified Communications System Part Of The Cisco Unified Communications Solution
A Complete Solution
Cisco Unified Communications System
Marketing
Channel Partner Tools and Programs
Services
Technology Partners
Pricing, Packaging, and Financing
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 8
Sales and Marketing – We Enjoy the Challenge
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 9
Definitions
WHAT IS MARKETING?Create Demand and awareness of products and solutionsProduct roadmaps and pricingPress and Analyst relationsTrade Shows, Promotions, advertising
WHAT IS SALES?Customer facingMaintain Relationships with customersUnderstand customers needs and issues and present solutionsProblem Resolution
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 10
Sales in a Web 2.0 World Less face to face
Fax -> Email -> IM -> Social NetworkingWebEx, Teleconference vs Sales Call, Webinar vs Seminar
Brand is key Build Your Personal Brand and Sell your company’s Plan
Professional Sales reps value is their relationshipsEveryone you meet can be a node in your network!
Sales Role is Changing
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 11
SALES 2.0
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 12
ResourcesFacebook
WebEx
Are you on…what can your prospective employer see?
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 13
Where to StartNon-Profit Organizations
Always need Sales and Marketing help
Local Computer Shop or Solution ProviderVAR, Reseller, Dealers, etc
Big Box StoresFuture Shop, Best Buy, Staples, The Source
CDW, Insight
Distribution – D&H, Ingram Micro, TechData
Intern ProgramsCisco, Intel, IBM
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 14
Be Prepared for an Interview - This is your first sales callResume is Key
Keep is short and easy to read
Research the company and managersGoogleFacebook and LinkedIn
Offer a 30/60/90 day planDo a plan for the employer on what you will do the first 90 Days
Focus on what you can do for them, not what you know or have done before
© 2006 Cisco Systems, Inc. All rights reserved. Cisco ConfidentialPresentation_ID 15
QUESTIONS?