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

sales and selling

Pimping Your Product

November 2, 2009

On a listserv today, I replied to a wholesale account exec at a reseller that had just plugged his service to the list. In the reply, I said "that's one way to pimp your product" then went on to explain that he missed the point of the original email -- and in fact doesn't quite get the goal of the membership of that list/group.

Well, the AE got offended and pinged me offlist. I always say "pimping your stuff". Let's face it: in telecom most everyone is pitching and selling and pushing a commodity. Not much original stuff (except maybe fiber guys).

A Profitable Bundle

October 30, 2009

This PowerPoint presentation represents the outline of what my panel was going to discuss at Broadsoft Connections. We were going to make 3 points about Marketing a Profitable UC Bundle: 

  1. Does Bundling Work;
  2. How do you sell it;
  3. What makes a successful bundle

Does Bundling Work? It depends. Are you using a Bundle for Customer Retention or Customer Acquisition?



Personal Branding for Agents

October 5, 2009

I'm in Atlanta at the Microcorp event to moderate a round table for agents centered around sales and marketing. The title is Personal Branding. How do you promote your personal brand? 

When selling replacement commodity items, your brand may not be that important. However, when using the Consultative Sales approach or looking for the sweet spot in the role of Trusted Advisor, it is about your knowledge, skills, and reputation.

What Are You Selling?

June 26, 2009

While speaking at the FISPA meeting this week, I kind of focused on sales and marketing. Why? Mainly the E-Myth. Most of the ISP owners are technical but are very uncomfortable talking about business, marketing and especially sales. One point that is important is that ISP's are NOT selling Internet Access.

How to SELLECOM VoIP

June 16, 2009

VoIP Is Taking Off

June 7, 2009

The financial activity in the ITSP sector that I am seeing leads me to believe that the ITSP sector is taking off.
Although there have been analysts who think that IP Lines will slow down, I have to think that in the economic reality we are facing, the distributed workforce, the tele-worker, and the mobility of employees, more and more lines will move to VoIP. For cost savings as well as productivity reasons. 

If lines do slow down it will be due to the following reasons:
  • layoffs - less employees = less lines needed
  • mobility means less landlines needed
  • email, social networks, IM/chat, texting is replacing phone calls.
  • over all trend for less phone calls.
There are so many reasons for small and medium businesses (and self-employed persons) to migrate to VoIP that I don't see it being stagnant for long. 

Who to go with?
The one issue is the share number of VoIP Providers (with little differentiation) makes the decision difficult for the business owner. 

Premise versus Hosted
The premise hardware guys are selling their gear as if it was hosted at your site. Many business owners aren't familiar with having such a significant communication service outsourced (off property). It's a strange concept to wrap your head around.








It's Not the Technology, Stupid!

May 12, 2009

Jon Arnold writes, "This year's MetaSwitch Forum provided a host of proof points that service providers of all stripes can stay competitive so long as they deploy the right technology and have the right vision for serving their customers."

Time and again, the pitch is about the company and the technology. Look at automobile reviews: It isn't about the engine size, it's about the 0-60. Telecommunications needs to do the same thing.

When Aastra talks about its AastraLink Pro 160, it should be about Asterisk. The story should be similar to the Aastra CT handset story.



So You Want to Go Retail?

May 5, 2009

When I talk with vendors in this space, they often suggest that getting into Costco or some other Big Box retailer would make their day. My father was a salesperson for P&G for 20 years working with Sam's, BJ's, Stop & Shop and other big chain grocers in New England. (Yes, even Stew Leonard). These chains re-designed aisles based on who was paying for what shelf space - and who was sending in labor to re-configure the aisle.

There's a good blog post here about marketing computer parts.

TCA: Top 5 Sales Practices

May 5, 2009

The Technology Channel Association hosted its first agent webinar on April 30. Steve Cadley at Cadley Consulting Group and Peter Radizeski, your blogger and TCA founding member, presented on the Top 5 Sales Practices that agents need to incorporate. We had a good turn-out, which is great because that means agents want training.

It was not a bunch of tips and tricks.

Hosted VoIP Can Save You Money

April 21, 2009

If you Google VoIP save money, there are a million hits. There is the article, "How to Save Money with VoIP Service" with 5 lame tips. VoIP News has one titled, "15 Ways to Use VoIP to Save Money During the Downturn", that lists ways to use different vendors for differing free services based on VoIP. VoIP News has another one which asks, "Will VoIP Really Save You Money?" The answer of course is yes.

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