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Peter
| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

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Sales Math and Measuring What Matters

February 18, 2015

Sales Math is the concept that you need X number of leads to make Y number of sales where Y is a tiny percentage of X. The funnel starts out with a big number and the inked deals drip out of the bottom -- with a bunch of leads lost along the way (like a leaky hose).

We all believe in Sales Math. We are delighted to be asked to quote something. Why? Pavlov response I guess - plus you can't win if you don't play.

What I learned from the NFL Playoffs

January 19, 2015

Yesterday the Seattle Seahawks gave up 5 turnovers including 4 interceptions, yet still managed to win the game - in overtime! Here are a couple of lessons from the NFL games yesterday.

Unless the game plan isn't working, stick to it the whole game. The Packers (supposedly) had a winning game plan that they gave up in the 4th quarter when they thought they had the game in the bag.

4 Tips for the Busy Executive

December 11, 2014

I have a couple of prospective clients that keep delaying projects.

One really wants to do the project but the people aren't in place yet. The time isn't right. Is the time every really right?

Agent and Reseller M&A

October 1, 2014

GTT Communications just acquired UNSi for $40 million. GTT is an interesting company. Interesting in how they put makeup on. There are numerous descriptions of the company:

This from Reuters: "GTT Communications, Inc., formerly Global Telecom & Technology, Inc., is a global network integrator providing a portfolio of Wide-Area Network (WAN), dedicated Internet access and managed data services.

Two Sides of the Street

September 10, 2014

In the past 18 months, I have seen a lot of carrier channel personnel make their way into desks at master agencies. (For example, this release.) It makes me think about quite a few things, but I am only going to touch on 2.

One, master agencies are building up for scale. There are positions for carrier folks there now, because some of these agencies have gotten so big.

PwC's Growth Study

September 4, 2014

PriceWaterhouseCooper (PwC) released a study about the future of work/ Here are some excerpts.

"The world craves growth. The developing world needs growth to pull people out of poverty. The developed world needs growth to tackle mounting unemployment and large government deficits."

Head Count Down for the Count

August 15, 2014

The other concern at ITEXPO was all of the layoffs in telecom. The number of telecom jobs has dramatically shrunk in the last 4 years - and is still shrinking.

As the industry looks at even more consolidation from these big 3 moves - Comcast-TWC, DirecTV-ATT and L3-twt. How many synergies will be let go with this M&A?

What I Read Over the Weekend

June 23, 2014

This could have been a good case study article if it had been more specific. Instead it is full of vague assumptions. Not helpful at all.

AT&T is adding cities in NC to its U-Verse with GigaPower.

Looking Beyond the Quarter (or the Month)

June 10, 2014

Great thought this morning from Nicholas Bate:

Clear objectives for the quarter-rewarded by bonuses/or not-do tend to get individuals to focus on the quarter. But what's getting them to give attention to the longer term, the neglect of which has been the demise of all once robust, thriving and great firms?

Yesterday, Hugh MacLeod took a shot at high quota as a de-motivator. "when it comes to leading a team, you have to set achievable goals. Build your momentum.

Cloud Should Transform Business

June 5, 2014

While working on a project, I keep thinking that the focus is on replacing current service - and that just doesn't make sense. Not everything that works on-premise can be jammed in the cloud and work the same. And it shouldn't.

This headline from ZDnet caught my eye: Urge to transform the business drives SaaS surge.

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