The Inside Sales Toolkit

Blog_featured img_Virtual Sales ToolsWhether for the initial sale or the post-sale lifecycle, IDC predicts that by 2018, 60 percent of B2B enterprises will overhaul their “digital front door” to support 1,000 to 10,000 times more customers and customer touch points. This projection is indicative of the vast impact that digitization is having on modern B2B sales and the...

Customer Success: Your Most Powerful Weapon in the Battle for Customer Retention

RetentionAs part of my more than 20 years with Cisco, my family and I were fortunate to spend three years on assignment in Singapore. When we relocated back to the U.S. in 2016, we had an immediate need to purchase two cars. Without a specific vehicle preference in mind, we relied heavily on the recommendation...

How to Future Proof Your Business for the Digital Economy

Change AheadOn the heels of a very successful Partner Summit, it’s clear that our partners continue to “own IT” and are viewed as the best in the business. Through the years, Cisco has also built a reputation as a world-class selling organization. But as the subscription economy emerged a few years back, we saw business models...

How Cisco is Ensuring a Seamless Customer Experience in the Digital Future

ensuring customer successLeadership speaker and author Robin Sharma once said, “The bigger the dream, the more important the team.” Today as we face the monumental challenges brought on by the rise of digitization and the understanding that customer loyalty is no longer what it used to be, the only way we’ll succeed is through teamwork. And teamwork...

The Under-the-Radar Cisco Leader That Every Partner Needs to Know

Although we don’t often publicly sing the praises of individual team members, we’re making an exception today to recognize Steve Cox, who was named this week to CRN and The Channel Company’s “100 People You Don’t Know but Should” list. The annual list recognizes the unsung heroes and under-the-radar leaders in our industry who create,...

3 Technology Essentials for the Modern Virtual Sales Organization

blogIn its October 2016 State of the Connected Customer Report, Salesforce Research revealed that a whopping 80 percent of business buyers expect companies to respond and interact with them in real time, versus the 64 percent of consumers with the same expectation. It’s clear we’ve reached a tipping point in B2B sales, as business buyers...

Did Your Customer Success Plan Get Sidetracked? Here’s How to Get It Off the Ground

Blog_featured img_budget for CSMIt’s no secret that an investment in customer success can lead to highly compelling outcomes for your business. Gainsight reports that as companies become less reactive and more predictive and proactive in helping their customers realize value and achieve success, they experience a nine-percentage point increase in overall customer retention rates. A customer success practice...

A Top Cisco Data Scientist Explains the Secret Weapon for Customer Retention

If customer retention is what keeps you awake at night, then you’ll want to hear what Sanjiv Patel has to say. As director of data science for Cisco, Sanjiv plays a leadership role in our company- and partner-wide digital transformation. Kelly Crothers, director of strategy, planning and thought leadership, recently sat down with Sanjiv to...

3 Reasons Why B2B Virtual Sales is a Movement That’s Here to Stay

3 reasonsUnless you live off the grid, you can’t help but notice that virtual sales is playing a larger role in every facet of our lives. In addition to driving the most obvious purchases (i.e. my 10-plus Amazon orders in the last 30 days), it’s also powering buying and selling motions across bigger ticket, higher-consideration items....

Why Customer Success Practices Fail. And 5 Things You Can Do About It.

bananaWhen it comes to setting up a Customer Success practice, any organization will face no shortage of complex stumbling blocks, from establishing an effective framework, to identifying the right people, processes and tools to provide a strong foundation. However, where many organizations hit a wall is not so much in the early planning stages, but...