sellecom tag
25 result(s) displayed for sellecom (1 - 25 of 43):
Who is Responsible for Sales?
I was once in a meeting where the engineering department was screaming that the sales team sucked. (Not a fun meeting.) But it does bring to light the question, Who is Responsible for Sales? Everyone is responsible for sales. Every...
Two Disruptive CEO's
These two guys are the reason that cloud services - UC, SAAS, HPBX - aren't easy to sell. Steve Jobs gave the world the iPhone and nothing has been the same since. Even the most technologically handicapped person loves...
It's All About the Customer
This is an ITEXPO banner from Interactive Intelligence. Never forget that it is all about the customer. It isn't about you or features or the technology or the gear. It is about the outcome for the customer. Focus on that....
Monday Motivation
In case you needed some ways to get motivated on this Monday after the time change....
Sales is Tough!
Have you ever been in a meeting where all departments think that sales department is letting them down? That they are all doing their fair share but sales isn't selling enough?People, I have news for you: Sales is Tough! And...
Is Cold Calling Dead?
"When was the last time someone cold called you at work and actually got you interested in doing business with them?" Here's the big problem with that question: people don't buy the way you buy!" "B2B marketers reported cold calling...
What You Can Learn From Romney's Campaign
This isn't a political rant. I have been reading many of the summaries of why Romney lost his presidential bid. Channelnomics and ARS examined the IT spending of both campaigns and found that Romney bought from Best Buy's mindShift (an...
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...
Play Bigger
Everyone has the same technology. The difference lies is in Execution.People and Talent are hired to execute - on go-to-market, sales, operations, provisioning and customer care.If you aren't prepared to play bigger - work harder, work smarter, get it done,...
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,...
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...
Can You Beat the iPad?
As tablet after tablet fail to make it - I am talking to you HP, Blackberry Playbook, Dell Streak, MOTO Xoom, Asus and even Creative - does it make it even harder for another one to launch?We have three new...
One Promotional Minute
This week marks the completion of my third book. SELLECOM 2: Selling Cloud Services is now available in paperback from Lulu.com. The kindle version is being formatted as we speak.In the book, tthe three major themes are: what is The...
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...
Bad News
I read all of HUgh Macleod's new book, Freedom is Blogging in Your Underwear [AFFIL], on the flight to Atlanta to speak at the ISP-CLEC show here. It certainly got me thinking. Bad news..... new marketing is just the same...
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...
Big Mac versus Hamburger
When selling Hosted PBX and other unified communications, it's a lot like giving someone a Big Mac. Extra sauce, more calories, cheese and an extra patty for your customer, but all he wanted when he hit the drive-thru was a...
What is the Value Prop of VoIP?
"It is happening and no one seems interested in stopping it - that hosted voice services are rapidly becoming a commodity service," Dave Michels"According to the Telecommunications Industry Association, wireless has become the preferred voice-services option. Wireless revenue in 2012...
Get Off the Agents' Back
These were my thoughts on the 2011 CPZ that I was a panelist on. These are my thoughts as a reaction to the latest CPZ. Surprisingly, not everyone read my post about how the whole telecom eco-system is shifting. Agents,...
