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Peter
| 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 69):

The Expanding Channel Programs

Not only do I see more cloud service providers looking to the channel for sales, I see other channel programs expanding. First up, is VZ opens Enterprise accounts to channel partners. I say this with caution because the history...

I Just Saved You Money!

We sell on price, on savings. "That's how commodities are sold," John Pugh tells me. We sell by replacing what they have now with something similar - but cheaper. We push products, not solutions. (Despite the rhetoric.) We push...

What The Channel is Selling

Finance is buying MPLS (or IP-VPN or VPLS - depending on what flavor of private networking that the carrier is using). Banks, credit unions, insurance and other financial companies have a unique set of regulations to follow, including ones...

Notes from Metaswitch Forum

Day 2 for me at the Metaswitch Forum 2014 in New Orleans. Here are some of the notes and tips: Bryan Grimm of Metaswitch says that NOW is the time for Hosted PBX sales. The Big Opportunity is now....

The Attack of the Sales Boob

So over at Mojo Marketing, Angela has been blogging about a couple of awful networking experiences (like this one and this one). I have been having my own issues with tele-marketers and execs at startups. Twice last week, online...

The Rather Silly But Sirius Sales Process

Pandora, SiriusXM, Rdio, Spotify, IHeartRadio, Deezer, Xbox Music, Google Play All Access, iTunes Match and so many more apps competing for the same audience. Even AT&T is in the game with Beats Music for $10 per month. It seems...

The One Pain in the Hosted VoIP Business

After spending much of this year with Hosted VoIP companies in the US and UK, I have to say that the one pain in the their business is scale. Scale means a couple of things, like finding talent to...

5 Tips to Get Out of a Sales Slump

Lots of sales professionals go through a sales slump. Nothing is closing. Depression or Panic ensues - or worse, Desperation, that anxiety that all your prospects can smell (and run away from). What can you do if you are...

Running Out of Salespeople

Recently, at an event a speaker said that about one-third of the salespeople would be retiring in the next couple years. I didn't really think anything of it until I was putting some slide decks together for three different...

It Isn't About Quota

Quota is an ugly word. It's the weight that salespeople carry with them all the time, especially at the end of the month and the end of the quarter. Quota is the elephant in the room between the salesperson...

Where's the Sales Friction?

When you look at your anemic sales growth, what is in the way? Where is the friction? Is it that your sales team isn't closing enough deals? Or is it your sales team is confused about your product catalog?...

Would You Hire That Way?

Lately, watching service providers (vendors, carriers, cloud providers - heretofore referred to as SPs) go to channel has been like watching either a reality tv show or a car crash. The way SPs approach the channel looks unplanned. MessageBroadcast...

Open Note to the Hosted PBX Crowd

I was asked yesterday why I don't like Alteva, by someone who just went to work there. I don't like or dislike Alteva or 8x8 or any other Hosted PBX company. Alteva is public - like 8x8, RC, CBEY...

Don't Be Lazy in VoIP Sales

Things must be tough over at RC, because I received an email from an RC account exec titled, "Looking for best contact". The copy was "I am doing some research on your company to determine if there is any...

Sales Tip: Focus on Outcomes

Two articles today - here and here - that talk about SAAS and outcomes. In other words, customers aren't buying SAAS for the service but what the service will produce. As I have been saying all year: it isn't...

Channel Sales Enablement Part 5

I have an interest in Growth Hacking, making a company grow by acquiring users, customers or revenue. The problem I usually face is that in channel sales, the number of agents is not a viable metric. The Channel looks...

Doubling Your Sales

Wed. morning, Chief Mojo-Making Officer, Angela Leavitt and I presented to a standing room only crowd at ITEXPO West 2013 on 10 strategies for Doubling Your Sales and then added some marketing must-haves as well. Here are the slides. We...

Do You Have the Right Sales Team?

Thinking Phones sells to the mid-market of 300 to 1000 employees. VBrick sells six and seven figure video distribution systems. EarthLink sells everything from email to T1's to VPS. AVER is in the sub-$1000 video conferencing devices. Do they have...

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...

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...
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