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Peter
| Peter Radizeski of RAD-INFO, Inc. talking telecom, Cloud, VoIP, CLEC, and The Channel.

selling tag

Drill down on selling search:

25 result(s) displayed for selling (1 - 25 of 90):

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

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...

Channel, Sales and a Chat with a Master Agent

Josh Anderson of master agency Acuity Technologies joins me for a chat about the channel, partners, salespeople and some of the other topics on CPZ from CP Expo....

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...

Notes from Connections 2014

Broadsoft Connections kicked off with the usual festivities yesterday including a pool party and a summer fashion show. This morning it was all business as the attendees were treated to presentations (including one by ANPI's David Byrd pictured), which...

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...

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 Attitude of Gratitude

What goes on in my personal and business life usually shows up in my writing. These past couple of weeks have been stressful. Last night and this morning, Zig Ziglar has been stuck in my head. His Attitude of...

The Customer is Always Right

Seth Godin reminded me this morning that the customer is always right - or he won't be a customer for long. This comes at a good time, because a recent conference call about latency on a Layer 2 private...

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...

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...

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...

VARs Threatened by Agents

Quite the announcement: "CompTIA: 70% of VARs Concerned About Agents 'Encroaching' on Their Space". For at least three years CompTIA has been working on partnering VARs with Agents to bring about this converged business that could manage the WAN/LAN/IT...

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...

Video Closes More Business

From my inbox: "The experiment: See how a webcam impacts sales efficiency for ShareFile. The result: A 34% increase in close rates.... the ShareFile sales team put the effectiveness of video conferencing to the test in the real world...
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