Peter : On Rad's Radar?
Peter
| 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 (26 - 50 of 107):

Selling Direct is Different Than Channel Sales

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...

Who is Responsible for Sales?

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...

Eat the Dog Food

It is very difficult to sell cloud services -- any cloud services, including cloud communications - unless you use them yourself.You have to drink the kool-aid. You have to eat the dog food. How can a prospect buy something...

Is the Channel Too Lazy to Sell Cloud?

Talking with channel managers lately in the Hosted UC space, well, has been depressing to be honest. No one is having fun - or knocking it out of the park. Yes, there are pockets of success - mostly from verticals...

The UC Space Right Now

I was chatting with another industry blogger recently. We were discussing how there are a lot of VoIP Providers out there. I estimate it at over a thousand. However, I don't see the Hosted PBX space making huge strides. Before...

It's All About the Customer

This is an ITEXPO banner from Interactive Intelligence. Never forget that it is all about the customer. It isn't about you or features or the technology or the gear. It is about the outcome for the customer. Focus on that....

Monday Motivation

In case you needed some ways to get motivated on this Monday after the time change....

Pieces of the Partner Puzzle, Part 1

To have a successful partner program, you have to have great channel managers.Channel Managers are the whole conduit to the partner channel - and vice versa. Channel Managers are the conduit to the company for the partner. Channel Managers have...

Sales is Tough!

Have you ever been in a meeting where all departments think that sales department is letting them down? That they are all doing their fair share but sales isn't selling enough?People, I have news for you: Sales is Tough! And...

Is Cold Calling Dead?

"When was the last time someone cold called you at work and actually got you interested in doing business with them?" Here's the big problem with that question: people don't buy the way you buy!" "B2B marketers reported cold calling...

VoIP in 2013

It's January and people are still making predictions about 2013. Dave Michels wrote a nice piece about the history of Level3's 3Tone service, which I was pretty familiar with due to four of my clients rushing into the void to...

What You Can Learn From Romney's Campaign

This isn't a political rant. I have been reading many of the summaries of why Romney lost his presidential bid. Channelnomics and ARS examined the IT spending of both campaigns and found that Romney bought from Best Buy's mindShift (an...

All This Black Friday Talk

All this Black Friday talk is not going to help the retailers. The early Black Friday buzz and "leaks" are only signaling that retailers are hurting. These current actions by retailers are not going to help the bottom line. Pricing...

Being Choosy is Being Profitable

There was a lot of talk about Insurance in this political season. Insurance companies decide who they will cover. For example, in Florida, insurance companies decide who they will offer a home owners' policy. In Healthcare, the insurance company decides,...

Tough Talk About the Channel - VARs and Agents

This 15 minute podcast with Chris Shubert, Director of Channel Sales at Telnes Broadband, hits on some of the pain points of the Channel:What do telcos do about Cloud? "Dumb it down so a Facebook user can buy it!"What will...

It's All Just Shifting

"Ovum, in a latest research report, has warned that OTT VoIP will cost the global telecoms industry $479 billion in lost cumulative revenues by 2020, which represents 6.9 percent of cumulative total voice revenues," according to reports. Notice that it...

3 Lessons From Radio Shack

Before a plane ride, if I am out of books to read, I run to B&N. The last two trips have been a waste of time. One trip the sales clerk asked me what I was looking for, but they...

Casting a Wide Net

When I read that VZ and Sprint signed of to offer Office 365, I thought, "More me-too for this industry." Then I read further down where 42,000 Microsoft partners are also going to be reselling Office 365 and I about...

Flex Some New Muscles

I woke up this morning and my hamstrings were sore from walking all over New York City and the MOMA yesterday. I thought I was in good shape. It turns out that I wasn't used to walking that much on...

8.5 Things the Olympics Taught Me About Sales

Do you want to be a world class sales professional? I do.Do you want to win gold? I like ink and checks.Here's how to be like an Olympian.First, Set Goals. They don't get to the Olympics without Desiring it with...

You Can't Win on Price

Another call today about a cable company stealing the deal because they are giving away the network. You can not compete on price!The RBOC's have ceded the sub-$500 wireline market to the cablecos. VZ wants to clip the copper, which...

All About Low Price

I write about Low Price a lot. While reading a trade journal, it got me thinking again about why this industry sells on price. My thoughts: You go low price because you either don't want to take the effort...

The Sales SWAT Team

Zayo Group announced the formation of a dedicated team focused on Small Cell and Fiber to the Tower (FTT) initiative (in this press release). That's a good idea. In fact, when RAD-INFO INC is consulting on mergers between TDM companies...

The New Channel Myth

The new myth about the Channel that everyone is spouting is doom and gloom. In Larry Walsh's latest, he talks about VAR's closing, vendors selling direct and other woes.Here's some news for you: the Channel has ALWAYS competed with Direct...

Easier to Use

"Collaboration, mobility and social networking are hot topics for enterprises, but the complexity of unified communications technology is contributing to low adoption rates, according to CompTIA's second annual Unified Communications and Collaboration Market Trends study." [source] The whole idea of...
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