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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 124):

Sales KPIs

If you manage a sales team, direct or indirect, do you have any key performance indicators that you track? Usually the only KPI we look at is Quota. Yet we know that daily activity is the most important factor...

The Pressure of Price

I have spoken to many in the industry this year who are upset that the channel isn't bringing in more deals - non-network deals. As one CEO told me, "Luddites are still selling network. And the price compression is...

Channel Partner Enablement Tools

It seems that Channel Enablement is starting to become a thing again. "What is the definition of Channel Partner Enablement? Sometimes also referred to as Channel Enablement, Sales Enablement, Partner Enablement or Channel Management, it is the process whereby...

Channel Agnostic or Parity?

As Telarus CEO Adam Edwards explained channel agnostic means "no preference of whether sales come through the direct channel or partner channel." Usually that means the buyer doesn't care if it is a direct salesperson or a channel partner...

Research Firms Missed Again on UC

MarketsandMarkets states that the UCaaS market size is expected to grow from USD 17.35 Billion in 2016 to USD 28.69 Billion by 2021, at a Compound Annual Growth Rate (CAGR) of 10.6% during the forecast period. In contrast, Transparency...

Where Are We Now? Ode to the Agent

After the news hit (for some on Friday night, for the rest on Monday morning about ScanSource buying Intelisys), where does that leave everyone? That has been the big question on everyone's mind. Do the sub-agents get screwed in...

Selling UCaaS as a Solution with Velis4

In this podcast with Guy Yasika, VP of Sales at Velis4, we talk about selling UCaaS as a solution. Velis4 has 3 UCaaS platforms - Broadsoft, Skype4B and Netsapiens - which offers 3 very different approaches to UCaaS for...

4 Points on Selling Broadview OfficeSuite UC

Broadview Networks started in 1996, the same year President Clinton signed the Telecom Act of 1996, which launched a trillion dollar raid on the profits of the Baby Bells. Brian Crotty, Broadview's COO, presented a webinar about their OfficeSuite...

Most Businesses Fear Change

We have been successful as a sector (if you can call it successful) by selling replacement services by saving the customer money. From $1 per minute long distance to almost free; from $1500 T1 to $199. I even heard...

What Does Hybrid Cloud Look Like?

Every business has a Hybrid Cloud environment. Yep. Just about all of them. So all this hype about hybrid cloud is just that... Hype. Let me explain. In 2003, a business would have ACT! CRM installed on one computer....

Replaced by a Robot

There is a constant theme in some media about workers being replaced by robots. Many people think it won't happen to them. Well, it kind of already is. You know all those comparison quoting sites? Like GetVoIP and Expert...

What Channel Are You Watching?

One thing I have noticed: UCaaS sales overall are not accelerating. Gary Kim writes how it is becoming a commodity. The VoIP services market is up 5% to $73Bn in 2015, says IHS. Residential makes up 62% of that....

The First Fax Machine

What did the guy do with the first fax machine? Who did he fax? He probably told everyone he had one because it was the latest and greatest, a status symbol. That was part of what the fax (and...

Game Over: Comcast and Amazon!

The game is over and cable wins. Comcast may fear competition and bill people for services that they did not receive, but they do have a $6B CLEC business. Most carriers can't say that. Now the broadband game is...

2 Reasons It is Hard to Sell UC

Despite the numerous UC providers crowding the marketplace, the actual sales of UC seats is not skyrocketing. Companies with 25% growth like 8x8, number in the dozens, not in the hundreds. For some, it is a focus-message mess. They...

The Channel Has Changed, Have You?

In 1999, the telecom channel was mainly agents and inter-connects, primarily selling voice. When I went to Orlando for BellSouth product training on Orange Avenue, most agets weren't interested in Frame Relay or ATM or DIA. Today, it is...

Momentum Trolls Windstream (Going Up-Market)

I received this email yesterday from Momentum with the letter attached (with far too much private info not blacked out.) "As many of you already know, Windstream is eradicating their SMB Business (Customers billing under $1500) and sending them...

Channel Partner Take-aways from CVX

Channel Vision Expo is collocated with ITEXPO. This year MSP Expo was also collocated and Microcorp's Partner learning experience was down the street. (Telarus had an event the week before and Metro Connect for carrier execs was in Miami...

Competing in SaaS or VoIP

In this growth hack article, there a number of good points about SaaS companies that can be extended to the VoIP space as well. (Voice is just an app today, right?) "SaaS is getting increasingly competitive." You think? Look...

On Success and Salespeople

Interesting viewpoint on Success and Salespeople from David Kahle on LinkedIn: "The vast majority of mankind, including the vast majority of sales people with whom I work, really don't want to be successful. They understand that success only comes...

Cloud Comms On the Rise

Cloud based unified communications to increase by 466% in 2016 [source] Share of cloud in unified communications to rise from 6% in 2015, to 28% in 2016 [source] Interesting the news the rise in cloud communications. Actually the shocking...

Utility VoIP

Ran across a website that called their Hosted VoIP solution Utility VoIP. I thought that was appropriate because in so many cases it is sold as dial-tone replacement. Nothing more. We are almost 12 years in and No HD...

Sales is Transitioning, Are Salespeople?

Insurance companies had to learn how to sell in today's marketplace, too. (See GapingVoid here.) It is the age of the smarter conversation. Sales has to be about the business and its goals and outcomes. Otherwise sales cycles will...

2 Ways to Increase Your Revenue

In this slide-deck, slide 6 shows that they biggest reason businesses lose customers is due to neglect. That means that your company became a line item for payment on an invoice or credit card and at some point the...

What Do These Deals Mean?

Vendor channel execs understand that partners will put a bundle of best of breed services together for their clients from various vendors. It is the ultimate in solution selling. However, with the need for integration mixed with consumerized software,...
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