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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 (26 - 50 of 75):

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...

Doubling Your Sales

At ITEXPO in Vegas, I will be on a panel for Doubling Your Sales in Telecom (SP-07) that is on 8/28/2013 at 9 AM. You do not want to miss this!!!Session description: It's no secret many telecom and cloud providers...

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...
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