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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 (101 - 125 of 129):

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,...

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...
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