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

sellecom tag

Drill down on sellecom search:

25 result(s) displayed for sellecom (1 - 25 of 119):

Sales KPIs

If you manage a sales team, direct or indirect, do you have any key performance indicators that you track? Usually the only KPI we look at is Quota. Yet we know that daily activity is the most important factor...

4 Quotes from Gary Vee

Gary Vanderchuk is a social media /digital marketing expert and author of a couple of books. He puts out an incredible about of content on Facebook, twitter, instagram, snapchat, kik, podcasts and YouTube (where he came to fame on...

The Pressure of Price

I have spoken to many in the industry this year who are upset that the channel isn't bringing in more deals - non-network deals. As one CEO told me, "Luddites are still selling network. And the price compression is...

Channel Partner Enablement Tools

It seems that Channel Enablement is starting to become a thing again. "What is the definition of Channel Partner Enablement? Sometimes also referred to as Channel Enablement, Sales Enablement, Partner Enablement or Channel Management, it is the process whereby...

Channel Agnostic or Parity?

As Telarus CEO Adam Edwards explained channel agnostic means "no preference of whether sales come through the direct channel or partner channel." Usually that means the buyer doesn't care if it is a direct salesperson or a channel partner...

As We Close Out the Summer

As we close out the summer and enter the last third of 2016, boy, has this year zipped by. Vacations end, seasons shift, conferences kick-off. One thing for certain, Gary Vee is right about one thing: 2016 has been...

Research Firms Missed Again on UC

MarketsandMarkets states that the UCaaS market size is expected to grow from USD 17.35 Billion in 2016 to USD 28.69 Billion by 2021, at a Compound Annual Growth Rate (CAGR) of 10.6% during the forecast period. In contrast, Transparency...

Where Are We Now? Ode to the Agent

After the news hit (for some on Friday night, for the rest on Monday morning about ScanSource buying Intelisys), where does that leave everyone? That has been the big question on everyone's mind. Do the sub-agents get screwed in...

Selling SD-WAN as a Trusted Adviser

On this podcast, Matthew Toth of C3, we discuss SD-WAN. We talk about what SD-WAN is; how it is different than MPLS: why companies are buying it; and how to sell it like the Trusted Advisor you want to...

Selling UCaaS as a Solution with Velis4

In this podcast with Guy Yasika, VP of Sales at Velis4, we talk about selling UCaaS as a solution. Velis4 has 3 UCaaS platforms - Broadsoft, Skype4B and Netsapiens - which offers 3 very different approaches to UCaaS for...

4 Points on Selling Broadview OfficeSuite UC

Broadview Networks started in 1996, the same year President Clinton signed the Telecom Act of 1996, which launched a trillion dollar raid on the profits of the Baby Bells. Brian Crotty, Broadview's COO, presented a webinar about their OfficeSuite...

Most Businesses Fear Change

We have been successful as a sector (if you can call it successful) by selling replacement services by saving the customer money. From $1 per minute long distance to almost free; from $1500 T1 to $199. I even heard...

What Does Hybrid Cloud Look Like?

Every business has a Hybrid Cloud environment. Yep. Just about all of them. So all this hype about hybrid cloud is just that... Hype. Let me explain. In 2003, a business would have ACT! CRM installed on one computer....

Replaced by a Robot

There is a constant theme in some media about workers being replaced by robots. Many people think it won't happen to them. Well, it kind of already is. You know all those comparison quoting sites? Like GetVoIP and Expert...

What Channel Are You Watching?

One thing I have noticed: UCaaS sales overall are not accelerating. Gary Kim writes how it is becoming a commodity. The VoIP services market is up 5% to $73Bn in 2015, says IHS. Residential makes up 62% of that....

Why Do You Look at an iPhone That Way?

The promise of the iPhone wasn't that you could make HD voice calls. Actually the original promise was a beautifully designed cellphone. Then it became more with iTunes and the app store and the ecosystem. The ecosystem is the...

The First Fax Machine

What did the guy do with the first fax machine? Who did he fax? He probably told everyone he had one because it was the latest and greatest, a status symbol. That was part of what the fax (and...

A Word About Your Elevator Pitch

If I have to ask: Is it like this? You: No. Is it like that? You: No. Then you need to work on YOUR pitch some more. Why? Because it is not my job - or anyone's really -...

2 Reasons It is Hard to Sell UC

Despite the numerous UC providers crowding the marketplace, the actual sales of UC seats is not skyrocketing. Companies with 25% growth like 8x8, number in the dozens, not in the hundreds. For some, it is a focus-message mess. They...

The Channel Has Changed, Have You?

In 1999, the telecom channel was mainly agents and inter-connects, primarily selling voice. When I went to Orlando for BellSouth product training on Orange Avenue, most agets weren't interested in Frame Relay or ATM or DIA. Today, it is...

Momentum Trolls Windstream (Going Up-Market)

I received this email yesterday from Momentum with the letter attached (with far too much private info not blacked out.) "As many of you already know, Windstream is eradicating their SMB Business (Customers billing under $1500) and sending them...

Monday Morning Thoughts on Sales and Strategy

This testimonial for ANPI by an RLEC is worth listening to just to understand the thinking behind moving to cloud comms. Try at least the first 90 seconds. Seth Godin's blog today describes not a pyramid, but a Frustum....

Competing in SaaS or VoIP

In this growth hack article, there a number of good points about SaaS companies that can be extended to the VoIP space as well. (Voice is just an app today, right?) "SaaS is getting increasingly competitive." You think? Look...

On Success and Salespeople

Interesting viewpoint on Success and Salespeople from David Kahle on LinkedIn: "The vast majority of mankind, including the vast majority of sales people with whom I work, really don't want to be successful. They understand that success only comes...

Cloud Comms On the Rise

Cloud based unified communications to increase by 466% in 2016 [source] Share of cloud in unified communications to rise from 6% in 2015, to 28% in 2016 [source] Interesting the news the rise in cloud communications. Actually the shocking...
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