Goal: To have valuable, simple and regular selling motions to my clients.

Execution: Combination of social selling, live meetings, cold calling and other methods.

• Other methods:  We have databases to run reports per client of what they purchased over the past 10 years, called the Cisco Ready Report.
  • We can determine when their equipment is end of life and end of support with the goal of identifying refresh opportunities.
  • We can share this data with clients (not Cisco Partners), so it helps to create value and get a meeting.
  • It also gives the perception that their Cisco team knows their environment well and helps drive specific architecture discussions.
• Work with product sales specialists to record/video their product pitches with the goal of helping me better position the wealth of Cisco products in my bag.
• Leveraging partners & extended team
  • I work with my extended team and Cisco partners to gain additional visibility into accounts.

• Social Selling – Is the method by which I reach out to customers through direct email and social media in electronic form. This method is utilized in live meetings and cold calling activities.
  • Social Selling Activity #1 – Lobo Cisco Sales Blog
    • I aggregate contact relevant to my clients from my Cisco extended team, partners and the industry.
    • Ex of aggregated Unified Communication Content
    • Ex of aggregated local event content
    • Ex of aggregated partner content
    • Ex of aggregated Webinar content
    • All content is searchable through the search box and category dropdown
  • Social Selling Activity #2 – Lobo Cisco Event Round ups
    • I send round-ups every two weeks on average to clients and partners through mailchimp
    • This serves as a touchpoint for everyone and I typically follow up with calls and/or discuss in meetings
      • Lobo Cisco Round Up Week Ending 2/26/16 (clients)Lobo Cisco Round Up Week Ending 2/26/16 – March Week 1 of 4 (partners)
      • Previous Round-ups
      • Example of Mailchimp reports
        • http://screencast.com/t/Gz0pTNJA6
        • http://screencast.com/t/p62bacHvaK
        • http://screencast.com/t/ricZblrc

• I also use Lobo Cisco for demand gen activities based on an architecture
• Example of Wireless Mailer that yielded 5 key meetings last week and this week

• I use a combination of social selling, traditional cold calling and other strategies together to penetrate accounts and get meetings.
• I keep two lists of clients and partners
  • Outlook
  • Mailchimp
• This strategy enables me to touch my 150 client contacts and 90 Cisco partner contacts twice a month.
• It also enables me to provide tremendous value to my clients and also give me an excuse to reach out.

Lobo Cisco Blog

Mission – EMBRACING SOCIAL MEDIA TO SIMPLIFY LOCAL CISCO MESSAGING

• Lobo Cisco Round Up Week Ending 2/26/16 – March Week 1 of 4

Lobo Cisco Round Up Week Ending 2/26/16