3 Stats Frontier Customers Told Us About Choosing Shield

Dec 8, 2018 9:58:03 AM by: Jill Duran

Frontier Shield, technology equipment as a service, payment option is a unique offering. It is not a lease and it's not a capital expense payment option. It is a way for customers to procure technology equipment without being tied down to hardware that can become obsolete in the face of business growth or market change. We asked some Frontier customers who recently chose Shield as the way to pay ... Read More

The Simple Sales Series: Ignorance Is Not Bliss When Recommending Payment Options

Nov 28, 2018 8:11:00 AM by: Jason Lowery

They're Not Mind Readers A common argument we hear all too often from sales professionals is, "I don't do leases because my customers don't ask for monthly payment options." We very quickly follow that up with the simple question, "well, did they know that a monthly payment option was available to them?" Read More

The Key to Help Territory Account Executives Capture More Multi-Year Maintenance

Oct 2, 2018 11:13:33 AM by: Jill Duran

It is statistically proven, you are 6 times more likely to capture multiyear maintenance at point of sale with a monthly payment or finance contract. And you know that capturing multiyear maintenance equates to increase sale price and more compensation for you and more recurring revenue for Frontier. So, which price tag should you present if you want a customer to agree to said multi-year ... Read More

2 Important Reasons You Need To Start Making Monthly Payment Recommendations

Oct 1, 2018 8:42:00 AM by: Jill Duran

Every customer must determine how to pay for their technology. Whether they acquire a new solution, upgrade an old solution, or switch to a different solution, they are having a conversation about how to pay for it. You decide if you want to be a part of that conversation or not. As the sales rep, it's your responsibility to recommend a total business solution that not only works for the ... Read More

How Shield Can Differentiate You and Build MRR with Equipment Sales

Sep 11, 2018 9:58:48 AM by: Jill Duran

First, Frontier Shield is a misunderstood financial offer because it is the opposite of conventional procurement options in the market. It is designed so your customers can procure their technology equipment as a service. As a service = greater control and flexibility. However, it is unfairly compared and trapped into a conversation about rate and  rate comparison. Read More

4 Steps To 90-Day Deferral With No Budget Bob

Aug 21, 2018 12:38:00 AM by: Jill Duran

So often, towards the end of the year in the final quarter, budgets begin to dry up. Thus, making it difficult to make sales happen. But, in case you did not know, 90-day deferral can counter that excuse and help account executives and solution sales professionals get in some great year-end sales. So how does it work? Often it is just as simple as these 4 steps: Read More

Enough Already With The Just Checking-In Emails

Aug 20, 2018 8:15:00 AM by: Jill Duran

"Just checking in" has to be the worst subject line and reason for emailing or calling a prospect. It probably goes something like this: Read More

7 Feels Every Technology Sales Rep Can Relate To (Told Through Memes & GIFs)

Aug 15, 2018 10:41:47 AM by: Jill Duran

Your daily grind is not easy. Sometimes your customers can be your best friend or your worst enemy. Day in and day out, you lose and you win. It comes with the territory! We put together a list of seven common occurrences that you experience on any given day, told through memes and GIFs. Enjoy! Read More

6 Key Traits of Successful Sales People

Aug 13, 2018 10:51:00 AM by: Scott Morgan

You have heard it said that selling is a skill and like any other, the more you work at it and practice, the better you get. Whether you are crushing quota or just getting by, sharpening your sales skills should always be a priority. Those valuable skills can take many shapes and over the years we have identified six key traits common among your most successful peers. If you are not already, try ... Read More

RIP Total Cost of Ownership

Jul 25, 2018 11:10:51 AM by: Paul Metzheiser

TCO has been on life support the last decade, kept alive by a few manufacturers and analysts in the technology sector. But, once cloud technology became relevant and reliable, rumor has it that ROI broke the news to TCO that there is no ownership in the cloud. This caused TCO to spiral and pull its own plug. For the sake of not being too morbid, TCO believes in reincarnation and if you continue ... Read More

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