1. Sales Call Readiness: Win Against the Competition by Selling Cisco SMB Products

2. Welcome to the Cisco Connect and Grow webinar Series
Three exciting sessions dedicated to providing insight on driving a profitable Cisco practice
Sept 12, am pst
Focus on: Sales Call Readiness
Get all you need to know – when a leading Cisco Solutions Engineer and Account Manager role- play scenarios on how to present a Cisco solution vs. a single product to your customers, as well as how to prepare product information for the sales call, anticipate objections and respond to those objections
Oct 10, am pst
Focus on: The Sales Call
Gain insights directly from a Cisco Solutions Engineer and Account Manager when they role- play a sales call with a prospective customer - and - demonstrate how to position yourself as a trusted solution provider in the conversation. You’ll learn the top 3 questions to ask the customer and how to position the sales call for follow up
Nov 14, am pst
Focus on: Presenting the Solution and Closing the Sale
In this final webinar of the series, you’ll learn how to present the Cisco solution to the customer in a live role-play scenario. Highlights include both common and unusual questions/objections from a cranky customer.
Today’s

3. How to Sell Cisco SMB Products and Win Against the Competition!
Marty Kertman was “transferred” onto the Cisco
Sales Team at Kerrek’s Technologies, and he is not excited!
His first quarter on the job has been challenging.
He was the Sales Leader on the General Networking team, and
is worried about having to focus on selling CISCO only.
Webinars
How to Sell Cisco SMB Products and Win Against the Competition
Join Cisco Technology Solution Engineers in this interactive webinar series to learn more about selling Cisco products to the sub-250 market. In this three-part webinar series, you’ll learn how to position and competitively sell Cisco SMB products, the pros and cons of selling Cisco vs. others and how you can win by positioning yourself as a trusted solution provider.
Bill Dyrek is the Cisco Technology Sales Director at Kerrek’s
Technologies and is tasked with bringing Marty up to
Speed on CISCO! Marty sales aren’t growing as anticipated
His worst nightmare continues.

4. Where: Office (Directions, Parking & Security)
Sales Readiness
Who: Maloney Marina
When: November 14, :00 pm
Where: Office (Directions, Parking & Security)
Who will be in the meeting?
What: Budget
Needs
Decision Makers
What do you hope to accomplish?
Who:
When:
Where:
What:

5. Setting the Appointment
Opportunity “Looking at some switches”
What is the Business Reason?
Replacement or Expansion
Services
Meeting Objectives
Introduce Kerricks
Start to build a trusted relationship
Agenda
What is driving their need?
What are they hoping to accomplish?
What have they done, competitors
Position Cisco and Kerrick solution

6. Setting the Appointment
What do you hope to accomplish at the meeting end?
Understand Maloney’s business needs
Strategic decision maker
Financial budget
Timeframe
Scheduled next meeting
Allow OnPlus free network evaluation
Bill of Materials
TOP 3 Takeaways
-Budget
-Needs
-Decision Makers

7. The CISCO Quick Pricing Tool
Small and Commercial (Mid-Market) Partners
Easy to follow process with wizards
Answer questions without engineering assistance
See various sizing options to plan for growth
Perform quote at customer site
Use desktop application offline, synchronize online
Connect with Distributors
Ingram Micro creates a “store-front” in the tool
Complete quotes with desired Ingram Micro
See catalog of non-Cisco items from Ingram Micro
Improve overall Ingram Micro relationship
Save time
Complete quote in minutes versus days

8. Partner site: www.cisco.com/go/qpt
Quick Pricing Tool Modules
Product Focus
SBCS
Communications Manager Express
Cisco Unified Communications Manager Business Edition
Smart Business Architecture
Status
Live
Primary Target
Small Business Specialized
Express UC Specialized
BE Specialized
Select, Premier, Silver, Gold Certified
Partner site:

9. Conference Center with Multiple Meeting Rooms Network Needs
Technology Needs
Conference Center with Multiple Meeting Rooms
Network Needs
2 48 ports switches
Wireless Needs
Unified Communication, Panasonic
SMB TelePresence?
Security VPN?
Pull building permit
QPT
OIP

10. Managed Switching for SMB
One Portfolio—A Spectrum of Choices
Fixed Standalone
Fixed Stackable
Functionality
Catalyst 3560
Catalyst 3750
Catalyst 2960 Switches
Catalyst 2960-S LAN Base
300 Series Managed
500 Series Switches
Cost
© 2010 Cisco and/or its affiliates. All rights reserved.
Cisco Confidential 10

11. Managed Switching for SMB
500/500X
Cisco Catalyst
Support
Cisco SBSC
Cisco TAC
Software
No Cisco IOS® Software
Cisco IOS Software
Services
Small Business Services
Cisco SMARTnet® support and SmartCare Services
Refresh Cycles
Shorter product refresh
Longer product refresh cycles
Management
Options focused on small business
Multiple enterprise-level management options: CNA, CiscoWorks, Orchestrator, etc.
Partner Programs
Custom to serve SB
Rich partner programs
Service Providers
Limited
Tier 1/2 service provider
Features
Competitive against competitors with third-party silicon and software
Advanced Architectures:
Cisco TrustSec™ technology or identity
Medianet
EnergyWise
Cisco Catalyst® Smart Operations
Cisco IOS Software + CiscoWorks
Competitive Products
HP E2910, E2810, E2610
Netgear, D-Link
HP A5x00, A3100, E6x00, E2910, E2810, E2610
Juniper, LG-Nortel, Huawei

12. Cisco Wireless One portfolio – a spectrum of choices
Aironet 3500 & Series
Aironet 1040/1140/
&
1260 Series
Aironet 600 Series
Price, Performance
AP541N (clustering)
From b/g APs that are still popular, to wireless N, Cisco has you covered.
AP 541N – clustering – install one and you’re done – others in cluster take config from that one
AP 541N – selectable band, single radio – use 5 GHz band for voice to avoid interference
Aironet where wireless is essential – asset tracking, RFID, etc.
WAP321
WAP4410N
WAP121
Wireless-N
Function, Flexibility, Scalability

13. Cisco Wireless Portfolio Positioning
Cisco Small Business Wireless APs
Aironet Access Points
Support
Cisco SBSC
Cisco TAC
Software
Linux
Limited Cisco IP
Cisco IOS Software
Rich Cisco IP
Services
Small Business Services
Cisco SMARTnet support and SmartCare Services
Lifecycles
Shorter lifecycles
Lifecycle management
Management
Options focused on small business (Device-based management, Wizards, FindIT, Device Emulators)
Multiple enterprise-level management options (CAN, CiscoWorks, Orchestrator)
Partner Programs
Custom to serve SB
Rich partner programs
Service Providers
Limited
Tier 1 and 2 Service Providers
Features
Competitive against competitors with third-party silicon and software
Advanced Architectures:
Cisco TrustSec technology or identity
Medianet
Cisco Catalyst Smart Operations
Cisco IOS Software + CiscoWorks
© 2009, Cisco Systems, Inc. All rights reserved.
Presentation_ID.scr

14. Cisco Fast Track Accelerator Promotions
Fast Track Switching Accelerator
Up to an additional 14% savings on select Catalyst 2960S, Catalyst (X and V2) and Catalyst 3750 (X and V2) switches, as well as select Catalyst 4500 bundles
Grow As You Go Small Business Accelerator
Up to an additional 8% savings on select Small Business 300 and 500 Series Switches, as well as Small Business Access Points
Ready for Anything Wireless Promotion
Up to an additional 13% savings on standard Fast Track pricing
on Cisco Aironet 1040 Access Points
Up to an additional 20% off standard Fast Track pricing on the
Cisco 2504 Controller
Competitive pricing on the bundle purchase of a Cisco Wireless Controller and 25 AP adder license.
Offers expire October 27, 2012

15. OIP At - A - Glance
Goal – Provide incentives for partners that actively identify, develop, and close new business through deal registration
Program Details
Fixed Discount off List Price on eligible products
-SBTG up to 45%
-UCS up to 65%
-Desktop Virtualization up to 62%
-Tandberg up to 58%
-HW up to 50%
-Services up to 25%
Registration Valid for 6 months from qualification and eligible for renewal
One registration per opportunity
Partners will negotiate discount with Cisco US Authorized Distributors
Program Requirements
All Cisco Certified Partners
All technologies and markets
Partner Driven, Incremental Opportunities
Qualification necessary pre RFx
Qualification requires customer meeting
Approval requires BOM upload
Minimum Deal: $10,000 List product (Min 1st order $5k list)
Additional Details
OIP may include TMP/trade-in
Provides partner differential on approved opportunities
Streamlined OIPs for Commercial and Public Sector sub 50K list

16. Cisco Capital and Ingram Micro
The Ingram Micro program, in partnership with Cisco Capital, allows Ingram resellers the ability to offer end-customer an array of financial benefits:
Dedicated relationship manager
Quick turnaround on approvals, usually within 4-24 hrs.
Assistance in managing entire process
Funding within hrs of delivered solution
Financial sales training to enable you to build leasing into your sales process
WE represent Cisco Capital – quote deal; submit for credit; request docs; PO to reseller; deal funded

17. Contact info
Cisco Capital – 36 month $1 out 3% interest on Cisco Hardware, 3 Year Smartnet and up to 30% labor (valid until 7/31/13-restrictions apply)
Ingram Leasing Contact Info:
David Bishop, ext
Tony Sindoni, ext

18. Exclusively through Ingram Micro
Cisco On Course
Cisco On Course
Exclusively through Ingram Micro
Survey results 11:35
ext

19. JOIN US AGAIN!
Nov 12, am pst
Focus on: Presenting the Solution and Closing the Sale
In this final webinar of the series, you’ll learn how to present the Cisco solution to the customer in a live role-play scenario. Highlights include both common and unusual questions/objections from a cranky customer.

21. Research the account prior to the visit? Creating a meeting agenda?
Question number 1 will be given shortly after Tamara introduces Marty and Bill
1) What is the most difficult obstacles do you face when preparing for a sales call appointment with a new client?
Research the account prior to the visit?
Creating a meeting agenda?
Learning something about the person and their business before the meeting
Not having a strong value proposition and meeting objective for the initial discussion
Question number 2 will be given 20 minutes later.
2) How do you handle objections from a potential new customer during your meeting?
Acknowledge their comment and move on
Pause for three seconds before responding
Meet the objection with a question in order to find out more
Restate the objection to make sure we agreed (communication)?