selling tag
25 result(s) displayed for selling (26 - 50 of 56):
Is Selling on Price Really Selling?
nQueryTelecom tweeted the following: "Virtual PBX VoIP Phone – Reduced Telecom Expenses: Virtual PBX VoIP phone systems ensure reduced telecom expense." You can see my reply on the left. Basically, I'm tired of our industry selling on price. It is...
4 Notes About CRM
I get asked often about CRM systems for sales teams. (I should I train salespeople and help hire salespeople.) Here are a few thoughts about CRM. One, it's only effective if the sales team actually uses it. Most sales stars...
Why Use an Independent Telecom Broker?
What is an Independent Telecom Broker? It's not the preferred title that I like for an independent telecommunications agent but some companies like it. It has variations as Agent, Consultant and Specialist, but at the end of the day the...
Quota Part Deux
Quota is a big deal. It’s what salespeople and management sweat and stress over every month. There are a few pieces that can make this easier to handle, especially for the management.One is Support. Quota was handed out to the...
Sales Quota Part 1
According to an article in INC magazine, “The report found that on average, only about 50 percent of sales reps made their quota, and more than 42 percent of companies reported that less than 50 percent of reps were meeting...
Big Q: How Do I ...
So a big question I get from service providers is How Do I Sell Online? This question comes in many forms, such as (1) How Can I Sell This on my Website?; (2) How Can I be like RingCentral?; (3)...
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...
You Can't Be All Things to All People
This morning Seth Godin blogs about alienating the 2%. In short, you can’t please everyone. There’s more money in trying to please a targeted core. In cliche, You can’t please everyone.But boy do companies try. It’s difficult to sell wholesale...
The Pitfalls of Social CRM
A consultant sent me a link to look at a CRM solution. (I don't know why because she was researching blogging platforms when I spoke with her Tuesday). The site is intriguing and makes some big promises: * Manage contacts...
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...
CEO Moment
Football season started this weekend. The General Manager's job of an NFL team is to build a winning team. Let's assume that the team has a developing quarterback and a good running back. The GM's job during the draft and...
More Trade Show Tips
Here are some more links to some helpful tips for your trade show schedule. First up, HOW TO: 10 Tips on Presenting at Conferences. Let me summarize: PowerPoint is NOT to be read to the audience and remember the 10-20-30...
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...
3 Reasons I Get a Rash from my Industry
Actually, I don't get a rash from the Industry but from a large portion of the people in my Industry. There are so many changes happening right now - every where. Our Industry is experiencing so many factors: declining prices,...
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...
So You Want Agents to Sell Your Stuff
Many companies come to me for Channel Consulting. Either they have an Indirect sales channel that isn't working or they want to start using that free sales team called the indirect agent.The Indirect Sales Channel has appeal because they don't...
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)....
Lit Building Strategy
Rob Powell at Telecom Ramblings has his lit building chart updated. Top 5 most lit buildings is TWT, L3, Optimum Lightpath, FiberTech and XO at 3000.So L3 tried to sell mainly on-net via the channel. They would light any building...
Why Buy From an Agent?
As I start preparing for the TCA Channel Chief Summit next week, I have been reviewing the topics for discussion. One that pops in my head is Why Buy From an Agent instead of a Direct Rep?In review of my...
Ever Wonder?
Ever wonder why Hosted PBX isn't sold by telcos? It's the new entrants to the voice game that are pushing Hosted PBX on to the business community.Comcast is probably the closest thing to a CLEC that sells Hosted PBX; hence,...
GROWCO Tidbits
So I was at INC magazine's GROWCO conference this week. I wasn't too thrilled with the majority of the content - speakers were off-topic or just blowhards. But here are a bunch of ideas:"Fear is necessary," said George Foreman. It...
Finding Your Best Clients
My agent pal, Dave, asked me how I find my clients. My first answer is that I sell only to a very specific vertical -- a Niche. And only to three verticals within that Niche - VoIP, regional CLEC and...
What Do You Need to Know?
On a discussion today about certification training for agents under the TCA umbrella, we talked about what kind of training will it be.Years ago, there was a CSP certification for agents that was created by Virgo (Phone+), Dale Stein of...
Why is selling Hosted PBX so hard?
Talking with VoIP Providers most are just selling SIP Trunking. Why do I say Just? Where's the value in that? PRI replacement service while shaving revenue off the customer bill is the reason that the telco industry is sinking.Why aren't...
How to SELLECOM VoIP
I'm going to be speaking at a CLEC and ISP event next week in Nashville. Some interesting topics really. CLEC Strategy, How to Sell VoIP, and Marketing in a Nutshell.Here is the slide deck for How to SELLECOM Digital Voice...
