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| 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 74):

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...

Channel Sales Enablement Part 5

I have an interest in Growth Hacking, making a company grow by acquiring users, customers or revenue. The problem I usually face is that in channel sales, the number of agents is not a viable metric. The Channel looks...

4 New Items

Just back from ITEXPO in Vegas. Here are 4 news items worth noting. 1 Fast Company has an article about Amazon and its distribution system: "Those 10 million Prime members (up from 5 million two years ago, according to Morningstar)...

Doubling Your Sales

Wed. morning, Chief Mojo-Making Officer, Angela Leavitt and I presented to a standing room only crowd at ITEXPO West 2013 on 10 strategies for Doubling Your Sales and then added some marketing must-haves as well. Here are the slides. We...

Do You Have the Right Sales Team?

Thinking Phones sells to the mid-market of 300 to 1000 employees. VBrick sells six and seven figure video distribution systems. EarthLink sells everything from email to T1's to VPS. AVER is in the sub-$1000 video conferencing devices. Do they have...

Channel Sales Enablement Part 4: Obstacles

When performing channel sales enablement, there are often obstacles. Here is a look at a few of the obstacles. The Product Manager can be a help or a hindrance. Success of the product depends upon sales, but sometimes control of...

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 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...

What Does Your Customer Want?

A great read in INC magazine. What does your customer want? "The reason that they're turning to you and your firm is that they're stuck and need your help. Therefore, you must be able to bring something new to the...

Selling Direct is Different Than Channel Sales

I make this statement often: Selling Direct is Different Than Selling via The Channel. You would think it was obvious, but it is not.When a company sells direct, the messaging is aimed at the end user. The sales channel is...

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...

The UC Space Right Now

I was chatting with another industry blogger recently. We were discussing how there are a lot of VoIP Providers out there. I estimate it at over a thousand. However, I don't see the Hosted PBX space making huge strides. Before...

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...
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