The Gartner Sales Podcast
How Cisco Used AI to Reimagine Prospecting
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!
23:16
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Quick takeaways
- Cisco's AI-powered prospecting tool transforms sales processes by enabling sellers to prioritize interactions based on data-driven insights.
- The implementation of AI in Cisco's sales strategy has resulted in significant improvements in pipeline creation, territory penetration, and conversion rates.
Deep dives
AI-Powered Sales Assistance
An AI-assisted sales motion has been developed to enhance seller effectiveness by prioritizing their tasks and optimizing customer interactions. By leveraging artificial intelligence, the system analyzes extensive data points collected from customers to recommend the next best actions for sales representatives. This allows sellers to focus on high-priority clients and to engage them based on informed insights, which can include new developments or challenges faced by the customer. The innovation reduces the traditional burden on sellers by providing them with actionable intelligence, streamlining their daily workflows.
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