How to build a unified sales team out of former competitors

 A new partnership between Cisco and a sometimes-competitor brought two sales teams together to sell a new product. The business challenge: to build a unified sales team out of two previous competitors—and make it happen within 3 months.

Focus:

Our team stepped in and immediately began working as the marcom stronghold for this new sales team. We collaborated with internal people at both companies to define the marketing strategy and sales goals. We went to work shoring up the team with outside vendors to create sales materials for the new product, including sales sheets, white papers, and sales engagement models. Finally, we produced a series of webinars to unify the sales teams from both companies and bolster them with the in-depth information they needed to reach sales goals for the new product. The result was a successful, collaborative sales team with the tools to keep surpassing sales goals.

Transformation:

• Created and ran two webcasts with 75% of the possible audience attending
• Both sales teams raved about the training and asked for more
• Sales reached 170% of the goal