The Gartner Sales Podcast How Cisco Used AI to Reimagine Prospecting
19 snips
Feb 26, 2025 Nacho Castroverde, Senior Director at Cisco, discusses the revolutionary AI-powered prospecting tool he's developed to enhance sales processes. He explains how Cisco leverages AI to manage over 100 customers per seller, prioritizing interactions for maximum efficiency. The conversation dives into the tool's impact on pipeline creation and conversion rates, alongside practical insights for sales leaders on integrating AI into their strategies. Get ready to discover how data-driven approaches are transforming sales effectiveness across organizations!
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Cisco's Sales Structure
- Nacho Castroverde's virtual sales organization at Cisco manages mid-market and SMB sales globally.
- Each seller manages over 100 customers, making traditional methods difficult.
AI-Assisted Sales Motion
- Cisco uses AI to process millions of data points and suggest the next best action for sellers.
- This AI-driven approach helps sellers prioritize their time and customer interactions.
Seller Involvement
- Cisco involved sellers early on, gathering feedback during a pilot program.
- They leveraged top sellers' expertise to train the AI engine and improve its recommendations.
