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

sales and selling

Marketing is Not Sales

June 20, 2010

Marketing is creating noise. Marketing is puking on Twitter and other social networks.

Sales is about relationships. Never forget: people do business with people. Sales is also about product knowledge.

The Big Push to the Cloud

May 25, 2010

The news is awash with stuff being pushed into the Cloud. Everything is going hosted. Reading press releases, it seems that conferencing is changing and everyone is rolling out a hosted PBX solution. It's a frenzy of zombies following the crowd.

Here are the problems: How do you stand out in the crowd?

Lit Building Strategy

May 17, 2010

Rob Powell at Telecom Ramblings has his lit building chart updated. Top 5 most lit buildings is TWT, L3, Optimum Lightpath, FiberTech and XO at 3000.

So L3 tried to sell mainly on-net via the channel. They would light any building within 400 feet of a fiber route.

Sprint is its own Enemy

May 3, 2010

Well, 1Q2010 was another tough one for Sprint losing $865 million. It did shave its subscriner losses to just 75,000. Offering $50 unlimited pre-paid on Boost and $70 unlimited on post-paid -- and still losing customers. How????

Money Hours

April 28, 2010

SalesForce.com Buys Jigsaw

April 22, 2010

SalesForce.com is approaching a $3B year. They took a small part of that to buy Jigsaw for $143M. Why?

Steve Cadley is a SalesForce.com partner who helps businesses with sales performance via implementation of Miller Heiman process and SalesForce.com CRM system.

Why Buy From an Agent?

April 7, 2010

As I start preparing for the TCA Channel Chief Summit next week, I have been reviewing the topics for discussion. One that pops in my head is Why Buy From an Agent instead of a Direct Rep?

In review of my client roster, many came to me because I had a deeper understanding of the products I was selling than most AE's. In fact, early in my career, I was brought in to a number of deals because of my knowledge of not just the product offering but also all the pieces that were required by the client to make that work. 

Lately, it's a price game. VoIP Origination and Termination, Internet Bandwidth and transport (private line, MPLS, waves) - it comes down to availability and price.



Ever Wonder?

March 31, 2010

Ever wonder why Hosted PBX isn't sold by telcos? It's the new entrants to the voice game that are pushing Hosted PBX on to the business community.

Comcast is probably the closest thing to a CLEC that sells Hosted PBX; hence, the NGT acquisition. 

Many CLEC's have morphed into tiny ILEC's, because getting to $1B in revenue means changes. The model for most of the CLEC's is the ILEC. It's unfortunate but true. 

The sales force for most CLEC's has the plug-n-play mentality, which to me  means that the sale is wrapped around replacement services.



GROWCO Tidbits

March 17, 2010

So I was at INC magazine's GROWCO conference this week. I wasn't too thrilled with the majority of the content - speakers were off-topic or just blowhards. But here are a bunch of ideas:

"Fear is necessary," said George Foreman. It was reiterated by many others because fear means that you are uncomfortable and growth only happens when you are uncomfortable.

Finding Your Best Clients

March 4, 2010

My agent pal, Dave, asked me how I find my clients. My first answer is that I sell only to a very specific vertical -- a Niche. And only to three verticals within that Niche - VoIP, regional CLEC and ISP. 

Look at your client base. Who are your top 5 or 10 clients?

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