Video: How Cisco gives their sales reps the tools to build relationships with customers

At Cisco, sales reps use LinkedIn to build relationships with potential customers, inspire word of mouth, and earn trust. According to Jennifer Roberts, Cisco's Marketing Manager, it's helped them build better networks and reach more customers. But they didn't get there without some training and lessons learned along the way. Check out Jennifer's case study on social selling in this presentation at's Member Meeting.

“How often do you pick up the phone from a number you don’t recognize?” asks Jennifer Roberts, Cisco’s Marketing Manager. “Probably not that often.”

She says that at Cisco, to help make a warmer introduction than a cold call, they’ve created a program for their sales reps to reach customers through social media. It’s based on the idea that their sales reps need to meet their customers where they are and earn their trust before earning their business.

In her presentation at’s Member Meeting, she explains how Cisco builds their networks and adds value to the conversations their customers are having online. But to make the transition into social selling, it takes support and training, evaluating their resources, and measuring their success.

This case study also covers:

  • Why quality connections are better than a huge network of customers
  • How one employee used private LinkedIn groups to build trust
  • What convinced Cisco to get their sales team on social media

Watch her full presentation below:

Cisco Systems: Social selling at Cisco, presented by Jennifer Roberts from on Vimeo.

Download her slide deck here.

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