25 Telling Talking Points From John Chambers

On Changing Sales Techniques

When I talk with the leaders of large retailers, you can imagine I don't talk routers and switches, I talk, 'How does your physical world come together with your virtual world? How does your supply chain change? What are your competitors doing that you need to do differently? How does the customer buy today versus how they used to buy? How can we help change that in a store, physically and virtually?' Same thing in the automotive arena. Don't talk routers and switches, we talk about what are your incremental revenue streams, we talk about your design cycle, how do you do time to market, and as you design your car of the future -- people forget -- it's a network car. We can play a role there that's very unique.


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