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

sales and selling

1K of Space

June 30, 2013

A Brand is a 1K memory slot in a brain. It is the accumulation of everything they know, heard, experienced, think about your company, product, services, employees.

Sometimes that 1K is empty. Sometimes that 1K is full.

Channel Sales Enablement: Part 2

June 30, 2013

Every channel wants a lot of feet on the street. I just saw a master agent in New England with 160 providers in its catalog. It isn't unusual for a master agent (pick any of the big ones) to have 100 providers on its roster. Let's examine that.

What the heck is Channel Sales Enablement?

June 17, 2013

It's one thing to get a whole bunch of channel partners to sign your indirect sales agreement. It's a whole other thing to have channel partners who are driving sales to you regularly and keep your funnel full.

Channel Sales Enablement is one of my skill sets. I was a VAR, then an Agent, then a consultant and a sales trainer - the many aspects necessary to understand how a channel works and how to make it work.

Doubling Your Sales

May 30, 2013

At ITEXPO in Vegas, I will be on a panel for Doubling Your Sales in Telecom (SP-07) that is on 8/28/2013 at 9 AM. You do not want to miss this!!!

Session description: It's no secret many telecom and cloud providers are struggling for sales - it's an in increasingly competitive market and businesses are facing shrinking budgets. This session will consider these trends and discuss eight tips any service provider can use to increase sales by as much as 100%.

10 Lessons from Volleyball, Part 2

May 23, 2013

Part 1 of the 10 Business Lessons from Volleyball can be found here.

In volleyball, the only play you control yourself is the serve. See that post here. Best female server in the world now is Logan Tom.

What Does Your Customer Want?

May 16, 2013

A great read in INC magazine. What does your customer want? "The reason that they're turning to you and your firm is that they're stuck and need your help. Therefore, you must be able to bring something new to the table."

Some Tidbits About Cloud

May 6, 2013

Carbonite says that SMB accelerates - http://talkincloud.com/cloud-storage/carbonite-ceo-small-business-cloud-momentum-accelerates-0

Comcast opened a Cloud Services Marketplace, which sells cloud services like Carbonite data backup.

Apparently, cloud services brokerage is growing as Citrix just launched a program for cloud aggregators. There is even a referral and affiliate program with Citrix.

Selling Direct is Different Than Channel Sales

April 16, 2013

I make this statement often: Selling Direct is Different Than Selling via The Channel. You would think it was obvious, but it is not.

When a company sells direct, the messaging is aimed at the end user. The sales channel is pursuing customers.

Level3's Storey

April 12, 2013

Level 3 has announced that Jeff Storey has been appointed by the Board of Directors to be Level 3's president and chief executive officer, effective yesterday. Jim Crowe is out as CEO.

Is this a good move? Under Crowe in the last 5 years, it has been nothing but pain for customers and partners.

Who is Responsible for Sales?

April 10, 2013

I was once in a meeting where the engineering department was screaming that the sales team sucked. (Not a fun meeting.) But it does bring to light the question, Who is Responsible for Sales?

Everyone is responsible for sales. Every single person in your company.

Featured Events