sales tag
25 result(s) displayed for sales (26 - 50 of 83):
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...
A Lesson in Value Proposition
This came across my twitter stream this week:"Must-read for founders: A VC explains how to build a killer value proposition" on VentureBeat by Michael Skok, a Venture Capitalist at North Bridge Venture Partners. His slideshare page contains a couple of...
What is the Market Expecting?
Tuesday I was in Vegas at the Channel Partners Conference mainly for the TCA events. At the TCA Channel Chief Summit, Tiffani Bova of Gartner and Rauline Ochs of IPED Market Bridge Alliance presented research. The take away for me...
The Channel Will Be Driving Sales
Miller Heiman, a sales training company (with a proprietary sales technique and process), acquired Channel Enablers in Australia last September. "Indirect channels now account for the majority of revenue in many industries and is the fastest growing sales route," says...
Educating the Channel with Certifications
One of the panels last week at ITEXPO was titled Educating the Channel with Certifications. When you consider that as a founding board member and current VP of the Technology Channel Association, education is a primary objective, this topic was...
Day 1 at ITEXPO
I had a couple of good conversations today. One was with Greg Plum who has embarked on a new chapter in his career at StartMeeting.com. Plum is exciting about building the channel for this start-up conferencing company for a number...
The Trouble with UC Sales
In a recent study, titled IDC MarketScape: Worldwide Unified Communications Voice Infrastructure 2011-2012 Vendor Analysis, IDC analyst Rich Costell wrote that “Customers still struggle to justify the deployment of UC and calculate its overall ROI.” The conclusion: “educating potential customers...
3 Things Agents Need to Look at in 2012
It will be a busy year in 2012 as all the carriers try to synergize their mega-mergers and get their back-office in order so that we can actually place orders. Besides selling the traditional circuits - POTS, T1, SIP, PRI...
Lying Will Kill the Sale
One of my coaching clients asked me how to dig deep into a service providers knowledge base to insure that they can actually deliver on what they say. I had to chuckle.In most cases, only a few people at any...
Sales is Not Marketing
I saw this topic at a startup conference: “Sales for Start-ups How to Market Like a Rock Star!” If you ever see that topic, RUN!Sales is NOT Marketing. They are different.Laura Lake explains, “Marketing is everything that you do to...
Lessons in the Cloud
One of the great lessons in the Cloud is how do you sell it?It all comes down to the messaging (marketing or story you are telling) and the sales approach (or technique). Sitting with Jeff Uphues of Cbeyond Cloud today...
Lousy Tele-Marketing
I received a call from 954-960-8681 just now that said they were calling about my phone bill. He said that I may not pay VZ directly but we are delivering your service. That's our landline. Eliminate the middle man. I told him I...
CLEC Frustration Part II
One reason that the ILEC’s have been frustrated with CLEC’s and spend so much effort frustrating their orders is due to the Lack of Value that the CLEC’s — in general — bring to the market place.Resellers, Rebillers, switchless, UNE-P,...
Sales Stalking
With the loss of any privacy today online, cyber stalking for prospecting is easier. I know it sounds sinister, but the best way to sell is to know your prospect. Know if they NEED your service. Know if they can...
Channel versus Direct
When I speak to carriers about the Channel, it's usually through gritted teeth. Most carriers have a love-hate relationship with the Channel. Carriers: Agents aren't exclusive. They aren't pitching us first and foremost.Me: DUH! They aren't employees. They are brokers working...
How Not to Interact on LinkedIn
I received this email from a contact on LinkedIn: I asked the contact if it was a mass email. He replied yes. And asked him not to send me any more mass emails. He replied, "You have been removed as...
4 Notes About CRM
I get asked often about CRM systems for sales teams. (I should I train salespeople and help hire salespeople.) Here are a few thoughts about CRM. One, it's only effective if the sales team actually uses it. Most sales stars...
Jobs
I was lured in to watch some of the GOP Presidential candidates debate on CNN last night. (I'll keep any comments about how the Baker Act comes to mind while watching some of them.) Then I switched over to watch...
Quota Part Deux
Quota is a big deal. It’s what salespeople and management sweat and stress over every month. There are a few pieces that can make this easier to handle, especially for the management.One is Support. Quota was handed out to the...
Sales Quota Part 1
According to an article in INC magazine, “The report found that on average, only about 50 percent of sales reps made their quota, and more than 42 percent of companies reported that less than 50 percent of reps were meeting...
Why Accurate Paperwork is Necessary
I have hired salespeople that just don’t want to do paperwork. Someone else should handle that why they do the “important work” of sales. I would buy into that if that superstar was closing a lot of deals or had...
A Failure to Communicate
In the Agent space, many non-telco vendors (like Conferencing and Hosted PBX providers) have tried to get traction. Sales traction from this independent sales force. It isn't going well.Agents (and VAR's) spend about 80-99% of the work week in the...
Big Q: How Do I ...
So a big question I get from service providers is How Do I Sell Online? This question comes in many forms, such as (1) How Can I Sell This on my Website?; (2) How Can I be like RingCentral?; (3)...
How Important is Retention?
For service providers who understand the cost of customer acquisition, retention is an important metric. In fact, Wall Street calls it churn. It has to remain under 2% to be considered under control. For agents, retention is just as important. While...
Cox Business on Hosted PBX Roll Out
I recently interviewed Mike Bolognini, vice president of Cox Business and Hospitality Network in Las Vegas, about the planned rollout of Hosted PBX in Southern Nevada. Below are Mr. Bolognini's responses. RAD: What is the biggest challenge you will...
