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

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Drill down on sales search:

25 result(s) displayed for sales (51 - 75 of 120):

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...

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,...
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