Cisco ThousandEyes Career Growth & Development

Which skills do you leverage most often in your day-to-day work?

Two core skills I lean on daily are radical prioritization and the Challenger framework’s principle of “teach, tailor and take control.”

With radical prioritization, it’s all about applying the 80/20 rule: a small set of high-impact activities consistently drives the majority of results. I work closely with my team to identify those key revenue-generating motions and help them structure their week around them. Time is a finite resource — how we use it can make or break a quarter.

The second is more customer-facing. Great salespeople don’t just pitch — they educate. By teaching clients something new about their business, tailoring insights to their unique context and guiding the conversation with confidence, reps can create real value. This approach helps uncover the root of a client’s pain points and build solutions that feel personalized and strategic, not transactional.

How have these skills enabled you to heighten your impact on Cisco ThousandEyes or grow your career?

These skills have been instrumental in helping my team exceed targets and deliver long-term value to the business. Prioritization ensures we’re always focused on what matters most — whether that’s pipeline coverage, key accounts or development opportunities. As a result, we consistently drive efficient, sustainable growth.

On the client side, “teach, tailor and take control” has elevated the way we engage with stakeholders. It’s led to deeper conversations, stronger trust and increased deal velocity. Internally, the success of this approach has helped position my team as a go-to resource for cross-functional collaboration, and it’s given me opportunities to coach, mentor and shape the next generation of sales leaders.

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Halter has provided to support this growth? 

I always recommend The Challenger Sale by Matthew Dixon and Brent Adamson; it fundamentally changed how I view the sales conversation. For reps looking to sharpen their skills, focus on high-leverage areas like storytelling, objection handling and deal strategy.

One of the most effective development tools we’ve implemented is peer-led learning. We regularly host role-playing sessions and team workshops, including one that focused on storytelling during demos. It helped reps shift from feature-dumping to narrative selling — framing our solution around the customer’s goals, not just our capabilities. That kind of experiential learning makes concepts stick and drives measurable improvements.