How creative is your sales approach?

We are proud of our work ­and the results we achieve for our clients. Many have agreed to share our success.

LATERAL THINKING FOR CISCO SALES FORCE

Cisco has been a market leader in providing IP communications since the late 1990’s. Following the launch of Cisco Unified Communications Solutions, an easy-to-manage solution that integrates the benefits of voice, mobility, messaging, and voice gateway services designed to serve from 75 to 30,000 users and lowering the total cost of ownership (TCO).

Strategy to Revenue have worked in partnership with Cisco over many years to support major product launches and strategic marketing initiatives to ensure successful engagement with Cisco's sales forces worldwide. The new Unified Communications proposition required us to create, develop and execute a POWERsession® program in 10 weeks, supporting the European sales executives in building broader pipelines and creating product awareness. One of the learning goals was to make the sales force think more laterally. A pitch contest involved 10 of the best sales executives to present to a panel of senior sales executives. To bring the awareness campaign to life and to show how to sell collaborative media, we used a metaphor based on a Mercedes car control panel which illustrated how technology enables parts of the car to interact with each other.

OUTCOME

1500 sales people participated in the POWERsession® program with a pitch contest involving 10 of the best sales executives presenting to a panel of senior sales managers. Revenue objectives exceeded targets and generated more than 1000 new opportunities in the pipeline. Today, Unified Communications is one of the fastest growing business units at Cisco worldwide.

To find out how we can help you change the way your sales force works, including effective ways to build your pipeline contact matt.downes@strateytorevenue.com