Page 57 - CHCS - Cisco Hosted Collaboration Solutions

Engaging at CxO level

KNOW MY WORLD
• Do your research and homework
• Know my pain points
• Understand the sensitivities in my role
• Know my pressures
• Can you be in my network?

BRING VALUE
• Prove Value – proof points, where have you transformed another business?
• Show me what success looks like (and failure)
• Show me how you can solve my problems – second guess what I might need
• Where can you take cost out & where can you help to protect revenue?
• Can you execute?

BE PRESENT
• Show you want to build a long term relationship
• Don’t sell to me – listen
• Be on my agenda not yours
• Can I rely on you to leverage resources?