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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 (26 - 50 of 120):

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...

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...
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