Always an interesting question. What we know is that no vertical market is superseding another in the adoption of VoIP/SIP. Analysts in particular look for some type of vertical trend. They find it difficult to believe that a given industry is not more focused on the transition than another is. I find it rather simple to explain.
Okay so the weekend was kind of a repeat of Easter, a little bit of rain and a little cool. Perhaps, then it was okay that I repeated my first dish of the year. My wife asked for Crab Cakes on Friday. Since, I blogged that dish some weeks ago, I looked it up and followed my own recipe.
Perhaps you are wondering what got me going on this whole FUD thing and IP Communications. I was recently on a panel at the Technology Assurance Group National Convention. This is an exceptional organizational consisting of 120+ major VARs and dealers. The purpose of the panel was to impress upon the group the urgency to begin understanding and selling SIP Trunking solutions.
Coach continued...as I think through the foundation components on my own, I added one more tonight on the element of Coach. According to Dave Hibbard, a Coach is the much-needed mentor that can transform your skills/Mechanics into something much greater. I very much agree with that but I also considered what then is my role as the VP of Sales. I remember my two mentors fondly, Dr. Robert J. Byrne and Bruce Dougherty.
Continuing with the discussion David Hibbard's presentation regarding how to improve in achieving your business and personal objectives and goals, today I am addressing Vision.
Vision: The sales person or employee has to have a vision of what they want. Why are they going to work each day? What do they want to achieve in their lives that motivates them to be part of the workforce?
This has nothing to do with SIP Trunking, the IP Community or even Broadvox. However, it can change the way you approach selling in general. Dave Hibbard's Foundation of Achievement is a discussion on improving the existing sales model of cold calls and unqualified meetings. With regard to cold calls, it is important to not only reach the right decision makers or at least those key influencers, it is also important to know what to say and how to say it.