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| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

sales tag

Drill down on sales search:

25 result(s) displayed for sales (1 - 25 of 107):

5 Tips to Get Out of a Sales Slump

Lots of sales professionals go through a sales slump. Nothing is closing. Depression or Panic ensues - or worse, Desperation, that anxiety that all your prospects can smell (and run away from). What can you do if you are...

Running Out of Salespeople

Recently, at an event a speaker said that about one-third of the salespeople would be retiring in the next couple years. I didn't really think anything of it until I was putting some slide decks together for three different...

It Isn't About Quota

Quota is an ugly word. It's the weight that salespeople carry with them all the time, especially at the end of the month and the end of the quarter. Quota is the elephant in the room between the salesperson...

Where's the Sales Friction?

When you look at your anemic sales growth, what is in the way? Where is the friction? Is it that your sales team isn't closing enough deals? Or is it your sales team is confused about your product catalog?...

Don't Be Lazy in VoIP Sales

Things must be tough over at RC, because I received an email from an RC account exec titled, "Looking for best contact". The copy was "I am doing some research on your company to determine if there is any...

Sales Tip: Focus on Outcomes

Two articles today - here and here - that talk about SAAS and outcomes. In other words, customers aren't buying SAAS for the service but what the service will produce. As I have been saying all year: it isn't...

The Start-up Money Mentality

In the Tampa Bay start-up community, the most popular complaint is that there are enough investors. In the nine months of 2013, $318 million was invested in Florida businesses. That number is up from 2012. "Nationally, venture capital investments...

Video Closes More Business

From my inbox: "The experiment: See how a webcam impacts sales efficiency for ShareFile. The result: A 34% increase in close rates.... the ShareFile sales team put the effectiveness of video conferencing to the test in the real world...

Channel Sales Enablement Part 5

I have an interest in Growth Hacking, making a company grow by acquiring users, customers or revenue. The problem I usually face is that in channel sales, the number of agents is not a viable metric. The Channel looks...

4 New Items

Just back from ITEXPO in Vegas. Here are 4 news items worth noting. 1 Fast Company has an article about Amazon and its distribution system: "Those 10 million Prime members (up from 5 million two years ago, according to Morningstar)...

Doubling Your Sales

Wed. morning, Chief Mojo-Making Officer, Angela Leavitt and I presented to a standing room only crowd at ITEXPO West 2013 on 10 strategies for Doubling Your Sales and then added some marketing must-haves as well. Here are the slides. We...

Do You Have the Right Sales Team?

Thinking Phones sells to the mid-market of 300 to 1000 employees. VBrick sells six and seven figure video distribution systems. EarthLink sells everything from email to T1's to VPS. AVER is in the sub-$1000 video conferencing devices. Do they have...

One Good Reason for CRM

There are many sales reasons to have a CRM system. One other reason to have CRM is for Valuations. That's right. You want money from private equity or venture capitalists, you will need a system to give them some visibility...

Channel Sales Enablement Part 4: Obstacles

When performing channel sales enablement, there are often obstacles. Here is a look at a few of the obstacles. The Product Manager can be a help or a hindrance. Success of the product depends upon sales, but sometimes control of...

Sales Fools

Tuesday night I was asked about what I teach when I am doing sales training. I said that the one foundation to sales is emotion. People buy to get rid of pain most of the time. A small portion...

If You Are Getting Beat on Price

If you have ever said that you got beat on price, then you aren't really selling. Or at least not selling on Value. Sure, you presented a proposal, but did you do discovery? Did you ask open ended questions, probing...

Channel Sales Enablement: Part 3 Compensation

Compensation is one of the top topic I get calls about. Compensation plans are a double edged sword. On the one hand, it is money out of revenue. On the other hand, it is the carrot that keeps your sales...

Keep It Simple

If I could give you just one piece of advice it would be to Keep It Simple. Service Providers whole job (or reason for being) is to remove the technology from the user in order for the user to be...

Different Channel Partners Means Varying Obstacles

Whether I am working with an ITSP (Hosted VoIP provider) or a cloud video conferencing company, the one thing I can count on is that the channel partners will all have different business models. You can put them in buckets...

1K of Space

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. Sometimes there is...

Channel Sales Enablement: Part 2

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...

What the heck is Channel Sales Enablement?

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...

Doubling Your Sales

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...

10 Lessons from Volleyball, Part 2

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. The key...

What Does Your Customer Want?

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...
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