digitize sales - digitize your team - digitize yourself - insights from cisco's digital...

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

Demonstration

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 – thwinter@cisco.com

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