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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 78):

Can You Find the Bestseller Effect?

In the world of telecom - T1's, broadband, WAN - we know who the buyer is and why he is buying - or we assume it based on experience. (Maybe we should stop assuming WHY they buy?) But in...

Brochures

Invisible is Good Design

The whole idea of being a technology provider is that you make the technology invisible to the customer. They just have the user or customer experience. Take that one step further: if you are a technology provider sales professional,...

Thoughts from Denver

What are you powering your business communications - to employees, partners, vendors, prospects and customers - with? Why doesn't anyone advertise a reliable and secure connection? If it was really State of the Art, it wouldn't come with all...

Notes from Connections 2014 Part Deux

More notes from BSFT Connections 2014 in the desert by friends of my at the show. These notes are from ANPI's prezo and others. It coincides with David Byrd's blog post about the best part of UC is Presence...

4 Tips to Upend Sales Inertia

What do you do when your sales team is hitting 90% of quota, but are selling the old stuff? Sales inertia is salespeople selling the same stuff, the same way. Sales is changing. Who is buying, Why they are...

How Frictionless is the Sales Process?

On sales that are under $200, the sales process - ordering, quoting - has to be frictionless. The paperwork has to be online. E-signature has been around for a while, use it. No one wants to do paperwork for...

Are You a Red or Black Ant?

Dave Matthews Band's Ants Marching has been in my head all morning. "When all the little ants are marching Red and black antennas waving we all do it the same we all do it the same way" Reminds me...

Cloud, Cloud, Cl...Shut Up!

Continuing from yesterday's Access is Still Pretty Good, Microsoft is trying to coach its partners on how to sell cloud services (like Office365) since it is different than how partners were selling Hosted Exchange and Small Business Server. Microsoft's...

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...
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