01: The industry sees customer CPE solution preferences shifting to models such as: Read More
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
by: Scott Morgan
In the sales process, would you give the customer a list of different technology equipment to choose from? Probably not, as you identified their pain points and business needs and knew what solution would work best for them. So, why wouldn't you do the same for payment options? Taking monthly payment options from the Frontier Financial portal and putting it next to the cash price is a recipe for ... Read More
Updating Life Saving Technology Our country’s 911 system has changed over time and will continue to do so as the way we communicate changes with emerging technologies. While older 911 service may have required the caller to provide their address, Enhanced 911 service automatically provides this information. While wireless phones at one time posed a problem in terms of identifying similar caller ... Read More
by: Scott Morgan
As a UC sales professional, your expertise goes beyond the technology components of a solution recommendation and you understand it is generally not in a customer's best interest to own telecom and IT equipment. Read More
by: Scott Morgan
Although there are very sound arguments against it, some customers are very adamant about wanting to own the telecom and technology equipment they use. Read More
A career in sales requires you constantly refill your funnel. You need 100 suspects to find 40 prospects to create 10 opportunities and actually meet with 5 potential customers to win a single sale. Or something like that. Read More
by: Scott Morgan
Have you heard the term “recurring revenue”? It’s not new, but it is what all of the big players in the premise and hosted markets want. Read More
Having looked at Technology and Business trends, let's shift to something a bit broader in scope and consider some key Economic trends anticipated for 2017. Being aware of these forecasts may help you plan for any potential impact to your customers, your competitors, your market, and your business model. Read More
While you sell UC and IT solutions, in order to be successful your knowledge, expertise, and adaptability must go beyond just the technology. There are quite a few things you need to stay in tune with, including: Read More
