Peter : On Rad's Radar?
| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

sales and selling

Utility VoIP

October 1, 2015

Ran across a website that called their Hosted VoIP solution Utility VoIP. I thought that was appropriate because in so many cases it is sold as dial-tone replacement. Nothing more.

We are almost 12 years in and No HD Voice, No Fax over IP.

Sales is Transitioning, Are Salespeople?

July 17, 2015

Insurance companies had to learn how to sell in today's marketplace, too. (See GapingVoid here.) It is the age of the smarter conversation.

Sales has to be about the business and its goals and outcomes. Otherwise sales cycles will increase and transition to IP and Cloud will stall.

2 Ways to Increase Your Revenue

July 8, 2015

In this slide-deck, slide 6 shows that they biggest reason businesses lose customers is due to neglect. That means that your company became a line item for payment on an invoice or credit card and at some point the buyer decided to price shop you and left.

This article suggests, "Do you know that 45 % of customers do not renew because they believe they weren't contacted? That poor data quality is a primary reason 40% of all business initiatives fail to achieve their targeted benefits!

The Dip for Channel Partners

July 8, 2015

In the Art of Charm podcast with Seth Godin is a good listen, especially when Seth explains The Dip (at 8:30).

On the pre-med school path in college, The Dip is Organic Chemistry. You have to pass it in order to even think about succeeding in med school.

I think in telecom The Dip is cloud services.

What Do These Deals Mean?

June 30, 2015

Vendor channel execs understand that partners will put a bundle of best of breed services together for their clients from various vendors. It is the ultimate in solution selling. However, with the need for integration mixed with consumerized software, some vendors are stepping into the mix with bundling via partnerships.

We saw Netwolves do it earlier this year with IBM and Palo Alto Networks.

What Do You Do When Gigabit is $70?

June 30, 2015

There has been a flurry of announcements about Gigabit broadband around the country - in Detroit, San Antonio, and so many major cities by the Duopoly.

So what does a channel partner do when Gigabit is just $70?

You can try to sell it, but who wants to even do the paperwork for a $70 circuit?

Usually there is a triple-play bundle (even to businesses) for no more than $300.

Are You Offering Solutions or Products?

June 26, 2015

I was looking over the website of a company that approached me this week. Aside from the 2005 design of the website, I found it hard to tell what the company did. That is not unusual. Many companies don't clearly spell out what they do or how they can benefit their desired customers in their marketing.

5 Things You Might Want to Read

June 2, 2015

My feed has produced some good reading recently. Here are 5 you might like.

5. Is your cloud provider HIPAA compliant? An 11 point checklist via GCN.

Where is the VoIP Market is Going?

May 11, 2015

I have been working on this post for a while. I even asked a couple of people in the industry where they thought the Hosted PBX market was going. A few said that integration was going to be important for customers to realize the full impact of Unified Communications. That is certainly true especially at mid-market and larger.

Making Referrals Work

April 22, 2015

"Salespeople who actively seek out and exploit referrals earn 4 to 5 times more than those who don't."

Now that stat may be old [source], but referral based selling is a successful. Think about Angie's List, Yelp, TripAdvisor, Amazon and even Facebook -- people ask for referrals when buying or hiring. It takes the fear away.

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