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

sales and selling

TDCloud Joins the Fray

May 19, 2011

We have seen the hardware distributors moving into the cloud space. We saw that SYNNEX launched Cloud SolvUC as a unified communications play. According to the PR, the first nationwide cloud UC product. Umm, just from that marketing spin alone, I would suspect that SYNNEX did not have its finger on the pulse of this space.

Quota Part Deux

May 18, 2011

Quota is a big deal. It's what salespeople and management sweat and stress over every month. There are a few pieces that can make this easier to handle, especially for the management.

One is Support.

Sales Quota Part 1

May 18, 2011

According to an article in INC magazine, "The report found that on average, only about 50 percent of sales reps made their quota, and more than 42 percent of companies reported that less than 50 percent of reps were meeting or exceeding their quota." Feedback I received on this is that the quota is too high. Well, if half the folks can meet quota, is it really too high?

One thing that few understand about quota is that it isn't about being an arbitrary number set by upper management to meet Wall Street numbers. Sales quota should be set during performance reviews via an agreement between the salesperson and management.

Why Accurate Paperwork is Necessary

May 12, 2011

I have hired salespeople that just don't want to do paperwork. Someone else should handle that why they do the "important work" of sales. I would buy into that if that superstar was closing a lot of deals or had a full funnel with a fantastic close ratio, but that is hardly ever the case.

Many salespeople don't like using CRM either, but that's a different blog post.

A Failure to Communicate

April 6, 2011

In the Agent space, many non-telco vendors (like Conferencing and Hosted PBX providers) have tried to get traction. Sales traction from this independent sales force. It isn't going well.

Agents (and VAR's) spend about 80-99% of the work week in the comfort zone. That is, doing what they have always done.

Advice for College Students

April 4, 2011

Saturday I was at the University of Tampa for the Southeast Entrepreneur Conference, where college students came together to pitch business ideas and to listen to some great speakers -- young ones who now only started businesses but were, to use Gary Vee's phrase, Crushing It!

Jonathan Kay is the Ambassador of Buzz for Grasshopper Group, a company that provides virtual PBX to small businesses plus other services like Chargify. He spoke about The Path to Entrepreneurship, by which he means go work for an entrepreneurial company before you launch your own just to get some knowledge and experience. Jonathan then presented at lunch for 10 minutes on Getting Started.

VARs are Replacing Agents

April 3, 2011

In an article in Channel Partners magazine, Master Agents discuss how all their future growth will come from VAR's. Carriers are chasing VAR's for any growth in Channel numbers. Where does that leave the Agents?

Well, Agents can partner with VAR's to be the telecom provisioning department. Or Agents can start getting uncomfortable or irrelevant.

Exam the fact that most Agents do not want to sell cellular.



No One Buys Without Trust

March 11, 2011

In this second podcast with TMC's CEO, Rich Tehrani, we discuss Branding, Thought Leadership and Lead Gen.

When companies market, they expect the phone to ring and sales to be made. If only it were that simple. There are different kinds of Marketing - Advertising, PR, press releases, cause marketing, guerrilla, and more - most of which are designed to be Attention grabbers or Disruptive to the prospect.

My EarthLink Strategy

March 4, 2011

When I analyze the four CLEC components of the new EarthLink Business, I wonder what Atlanta will do with it.

Deltacom had a huge fiber network (IFN) that essentially went under-utilized. In my experience, many employees did not know about IFN. Assets like lit buildings, collocations, colo gear, and the fiber maps are crucial to revenue generation from those hard cost assets.

How Important is Retention?

February 27, 2011

For service providers who understand the cost of customer acquisition, retention is an important metric. In fact, Wall Street calls it churn. It has to remain under 2% to be considered under control.

For agents, retention is just as important.

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