sales tag
25 result(s) displayed for sales (51 - 75 of 83):
Tom Peters on Sales
I have been a Tom Peters fan for a while. His slide decks can be downloaded from tompeters.com. You can follow him on twitter @tom_peters. His current favorite topic is healthcare, specifically patient safety. It’s also a topic that the...
12 Things to Do at the End of the Year
12 Things to do at the End of the YearReview 2010 goals and results.Pat yourself on the back.Thank an employee.Thank a customer.Talk to your Top 5 clients.Get a testimonial.Give a referral.Write a recommendation for someone on LinkedIn.Take some pictures to...
Selling SIP Trunking
I spent yesterday with an MSO Enterprise sales force training them on what SIP is and how to sell it. The key is the Value Statement. Today, there are over a thousand companies selling voice services. It comes down to what...
You Can't Be All Things to All People
This morning Seth Godin blogs about alienating the 2%. In short, you can’t please everyone. There’s more money in trying to please a targeted core. In cliche, You can’t please everyone.But boy do companies try. It’s difficult to sell wholesale...
Promiscuous Networking
While this whole social media thing is new and yet evolving, experts have emerged. Ninjas even. All these folks that lay a claim to knowing everything there is to know about social media. It was the same with multi-level marketing...
CEO Moment
Football season started this weekend. The General Manager's job of an NFL team is to build a winning team. Let's assume that the team has a developing quarterback and a good running back. The GM's job during the draft and...
More Trade Show Tips
Here are some more links to some helpful tips for your trade show schedule. First up, HOW TO: 10 Tips on Presenting at Conferences. Let me summarize: PowerPoint is NOT to be read to the audience and remember the 10-20-30...
Trade Show Follow Up
As we enter the fall telecom trade show season, here’s a link to an excellent article about How to Turn Trade Show Leads Into Clients. Number # 1 is to actually Follow Up Creatively!!For many salespeople, following up is more...
Sales Effectiveness Review
According to a study of IT executives by Forrester, only 15% of executives believe that their meetings with salespeople are valuable and live up to their expectations. Reasons given according to the report:Business leaders (24%) don’t believe salespeople are knowledgeable...
What's the SCORE?
I sat down with a SCORE counselor today. SCORE is a national organization of business executives that volunteer to help other business people. We discussed my consulting business for about 90 minutes. He shared some insights with me that I...
3 Reasons I Get a Rash from my Industry
Actually, I don't get a rash from the Industry but from a large portion of the people in my Industry. There are so many changes happening right now - every where. Our Industry is experiencing so many factors: declining prices,...
5 Prospecting Ideas
Steve Cadley, the Salesologist from Cadley Consulting, and I discuss 5 prospecting ideas for businesses. The first key step is to define who your target is. It might be beneficial to make a list of the top 50 companies that you...
How to SELLECOM SAAS
A 20 minute conversation with Joe Pennavaria, a Channel Manager with CoreBanc, Inc. discussing how to sell Software-as-a-Service (SAAS). (Part of my SELLECOM series)....
50 Ideas in 50 Minutes
Friday a client told me that he wanted me to re-do my talk titled 50 Ideas in 50 Minutes. This is a session that Jack Brandt and I did for the now defunct ISPCON shows. It was not original ideas...
Marketing is Not Sales
Marketing is creating noise. Marketing is puking on Twitter and other social networks. Sales is about relationships. Never forget: people do business with people. Sales is also about product knowledge. How can you be a Trusted Advisor if you don't...
The Big Push to the Cloud
The news is awash with stuff being pushed into the Cloud. Everything is going hosted. Reading press releases, it seems that conferencing is changing and everyone is rolling out a hosted PBX solution. It's a frenzy of zombies following the...
Sprint is its own Enemy
Well, 1Q2010 was another tough one for Sprint losing $865 million. It did shave its subscriner losses to just 75,000. Offering $50 unlimited pre-paid on Boost and $70 unlimited on post-paid -- and still losing customers. How????The big issue I see...
Money Hours
Talking with a client yesterday about good salespeople. One thing that makes for good salespeople is the understanding of Money Hours. What are Money Hours? Any time of day that you could be interfacing with a current client or prospects....
SalesForce.com Buys Jigsaw
SalesForce.com is approaching a $3B year. They took a small part of that to buy Jigsaw for $143M. Why? Steve Cadley is a SalesForce.com partner who helps businesses with sales performance via implementation of Miller Heiman process and SalesForce.com CRM...
Why You Are Going to Need The Channel
Hello, VoIP Providers. How are the sales going on your Hosted PBX? I'll bet you are selling SIP Trunking -- at a savings on regular PRI pricing, right? Nice. Lower the revenue while fixed costs increase.That SIP Trunk could be...
Gary Kim: How Not to Sell Hosted VoIP
Gary Kim has an excellent blog view about How Not to Sell Hosted PBX. First, you need to sell that is Reliable, Dependable. Even before the usual pitch of: Show me your phone bill and I will save you some...
CLEC Strategy Thoughts
Talking with a mutual fund manager today about CLEC Strategy. The interesting point that was made is that if you don't own your own facilities is your business model short term?Interestingly, if you own your own facilities - whether that...
How to SELLECOM VoIP
I'm going to be speaking at a CLEC and ISP event next week in Nashville. Some interesting topics really. CLEC Strategy, How to Sell VoIP, and Marketing in a Nutshell.Here is the slide deck for How to SELLECOM Digital Voice...
TCA: Top 5 Sales Practices
The Technology Channel Association hosted its first agent webinar on April 30. Steve Cadley at Cadley Consulting Group and Peter Radizeski, your blogger and TCA founding member, presented on the Top 5 Sales Practices that agents need to incorporate. We...
Dear Small Customers
Dear Small Customers, we don't want you. At one time, Level3 was in the mindset of: we only want big customers. Bill $25K per line of product or we don't want you. Today, it's Global Crossing. At this time, we're...
