sellecom tag
18 result(s) displayed for sellecom (26 - 43 of 43):
What About Selling Cloud?
At The CPZ, the rest of the panel were cloud guys (VAR's and Hosted UC). This is a snippet of the conversation where the panel is talking about how transactional telecom sales are dead, long live the Cloud! People deemed...
The Trouble with UC Sales
In a recent study, titled IDC MarketScape: Worldwide Unified Communications Voice Infrastructure 2011-2012 Vendor Analysis, IDC analyst Rich Costell wrote that “Customers still struggle to justify the deployment of UC and calculate its overall ROI.” The conclusion: “educating potential customers...
Sales is Not Marketing
I saw this topic at a startup conference: “Sales for Start-ups How to Market Like a Rock Star!” If you ever see that topic, RUN!Sales is NOT Marketing. They are different.Laura Lake explains, “Marketing is everything that you do to...
CLEC Frustration Part II
One reason that the ILEC’s have been frustrated with CLEC’s and spend so much effort frustrating their orders is due to the Lack of Value that the CLEC’s — in general — bring to the market place.Resellers, Rebillers, switchless, UNE-P,...
Sales Stalking
With the loss of any privacy today online, cyber stalking for prospecting is easier. I know it sounds sinister, but the best way to sell is to know your prospect. Know if they NEED your service. Know if they can...
How Not to Interact on LinkedIn
I received this email from a contact on LinkedIn: I asked the contact if it was a mass email. He replied yes. And asked him not to send me any more mass emails. He replied, "You have been removed as...
My EarthLink Strategy
When I analyze the four CLEC components of the new EarthLink Business, I wonder what Atlanta will do with it. Deltacom had a huge fiber network (IFN) that essentially went under-utilized. In my experience, many employees did not know...
Please Leave a Message
Listening to panelists all week, I think that they only come in two flavors: one, those enamored with the technology and two, those that have to get their talking points out (like a politician). In both cases, they miss the...
ITEXPO East 2011
ITEXPO East 2011 in Miami Beach is less than a month away. Who’s going?Suzanne Bowen of DIDX is listing the events on her blog here.Highlights include the Telecom One-on-One put on by PR firm JS&A for clients, media and friends...
Tom Peters on Sales
I have been a Tom Peters fan for a while. His slide decks can be downloaded from tompeters.com. You can follow him on twitter @tom_peters. His current favorite topic is healthcare, specifically patient safety. It’s also a topic that the...
Selling SIP Trunking
I spent yesterday with an MSO Enterprise sales force training them on what SIP is and how to sell it. The key is the Value Statement. Today, there are over a thousand companies selling voice services. It comes down to what...
Big Challenge Selling Hosted PBX
On LinkedIn (in the Hosted PBX group), the question was asked, “What’s the biggest challenge you face selling your solution to end users and/or channel partners?” Here are some of the answers.Can the end user trust the service delivery of...
The Channel and IP Comm
I presented on a webinar for the Technology Channel Association today titled How to SELLECOM Hosted PBX. We had a good turn out and many questions (which I appreciate). One question was why I would suggest that the agent NOT...
Trade Show Follow Up
As we enter the fall telecom trade show season, here’s a link to an excellent article about How to Turn Trade Show Leads Into Clients. Number # 1 is to actually Follow Up Creatively!!For many salespeople, following up is more...
Not Exactly the Way to Sell SIP
XO announced a SIP Savings Estimator Tool in order to help sell their SIP offerings. I understand why they do this: Bell-heads only know how to sell on price.In my head, why bother? Just keep selling PRI - SIP to the...
5 Prospecting Ideas
Steve Cadley, the Salesologist from Cadley Consulting, and I discuss 5 prospecting ideas for businesses. The first key step is to define who your target is. It might be beneficial to make a list of the top 50 companies that you...
How to SELLECOM SAAS
A 20 minute conversation with Joe Pennavaria, a Channel Manager with CoreBanc, Inc. discussing how to sell Software-as-a-Service (SAAS). (Part of my SELLECOM series)....
50 Ideas in 50 Minutes
Friday a client told me that he wanted me to re-do my talk titled 50 Ideas in 50 Minutes. This is a session that Jack Brandt and I did for the now defunct ISPCON shows. It was not original ideas...
