INDUSTRY INSIGHTS YOUR PEERS ARE READING
About 30 (one email sent to me 30 times) from one of the largest telecommunications companies in the world. MORE
Leveraging its proprietary telecommunications research and platform, Alinean developed the Avaya IP Office TCO Calculator, a simple self-service on-line tool to tally the “cost of doing nothing” and potential capital and operational cost savings with Avaya. MORE
I posted last week how I would be shaving my head to help fight cancer alongside one of my clients, Granite Telecommunications. The event happened yesterday – and the results are in. MORE
Industries [Retail & Consumer Goods, Financial Services, Manufacturing, Healthcare & Life Sciences, Telecommunications & Media]. Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. MORE
These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics to name a few. MORE
Contrast Oscar’s experience at his new job as a telecommunications sales rep. As an experienced sales leader, new hires are essential to Making the Number. Their success is your success. The goal is to minimize the time it takes them to reach full quota attainment. MORE
We completed a sales compensation plan audit for a telecommunications company last year. The role of a salesperson is very clear: sell the company’s products or services to new and existing customers. Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? MORE
A telecommunications company I was working with came to the realization that these “bingo cards” were mostly a great drain of sellers’ time and asked me for help in upgrading the entry levels they might achieve at a show they had already committed to. MORE
Years ago we heard these words from a telecommunications provider “Reach out and touch someone.” Having those key relationships is essential in our personal to professional lives. Yet with technology, it appears we are being limited by how we communicate and interact with others. MORE
I worked with a telecommunications vendor in the mid-90’s that had signed up for a trade show and was horrified when I walked through who would attend, their levels within organizations and what poor entry points they would provide. MORE
This is no more true when selling technology to business – software, hardware, telecommunications, infrastructure, etc. Guest Post – Michael Ashford. Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. MORE
ICM can encompass both internal sales force and external third party sales forces’ which are common in telecommunications and financial services. On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. MORE
We may create personas for CFOs in healthcare, CFOs in telecommunications. We may further create personas for CFO’s in large telecommunications operating companies, CFO’s in large telecom infrastructure companies, and so forth. In 1999, Joe Pine published a fascinating book, Mass Customization. MORE
Years ago during some customer service, team building training for a telecommunications firm one of the participants said flat out in a very challenging and derisive voice “I am not a leader. MORE
Years ago when facilitating some customer service training and development for a telecommunications firm, one of the participants (a customer service technician) flatly said he was not in sales. MORE
There are three major reasons you need to have regular time blocked off in your calendar for being social online. MORE
Last year, CISOs were confronted with an abundance of cyberthreats and data breaches, affecting banking, healthcare, government, media, telecommunications, and other industries. MORE
billion people are online, according to a 2015 report by the International Telecommunication Union. In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. MORE
Walk into most financial institutions to departments stores to telecommunications businesses and you will have that now all too common “plastic customer service” experience. “Welcome to …” or. “Hello and how are you?” ” Are they really interested in how you are feeling right now? Do they really care you are coming into their place of employment? MORE
EXAMPLE: My ideal customer is typically found in industries like professional services, high-end manufacturing, technology and telecommunications or where intellectual property management in contractual arrangements with customers is important. In my last post Ideal Customer Profile: Mining Your Customers , I showed how your existing customers are a great place to start to discover your ICP. MORE
And which industry within the Fortune 500: banking, telecommunications, automotive? Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. MORE
By way of illustration, I’ve spent much of my career loosely involved with telecommunications, whether the operating companies, equipment, or services providers. Sometimes, I reflect on the “good old days.” MORE
For 20 years, Jason has worked internationally in industries such as technology, manufacturing, distribution, financial services, telecommunications, consumer products, health care, and hospitality. Sales Metrics that Matter in 2018. MORE
This was due to existing poor customer service but more so inconsistent service and high prices given the very competitive nature of the telecommunications industry. Later in the morning, a sales referral that I had already made to this telecommunications salesperson directly communicated with me and said his experience was less than the best. MORE
Telecommunications equipment and enterprise software remain the best spending growth sectors, with bright spots also including a rise in: · Tablet and mobile computing, · Replacing obsolete enterprise software with SaaS, · Virtualization and scale-out servers vs. scale-up architectures, · Analytics and big data, · New net telecommunication connections in emerging markets, and mobile driven demand in established regions. MORE
I recall that when the telecommunications business was about to lose its monopoly position, the company created a new sales driven terminal equipment division to compete, and established the new entity as the basis of the culture it wanted to build. What Could Happen if Sales Dominates. Many organizations want to be sales-centric when they “grow up”. MORE
The person in charge of telecommunication is the one who works on their telco problems, not the one making the decision about carriers. By Tibor Shanto – tibor.shanto@sellbetter.ca . MORE
Telecommunications and Internet. Understanding the Sales Force by Dave Kurlan Inc. Magazine ran an article on its website that I just can''t ignore. It''s making my blood boil. Why Consultative Doesn''t Work is irresponsible writing. MORE
Several years ago, we did a study of a one of the largest telecommunications companies in the world. In the case of the telecommunications company I identified at the top of this post, in our first pass at identifying the time drains, we were able to help the sales force get from less than 20% time available to selling to more than 40%–we were able to more than double sales productivity without doing anything else (and there were a lot of other things that improved as well). MORE
Telecommunications was the highest paid industry for sales engineers, with a median wage of $111,340. Frustrated by all the work you're doing for a paycheck that barely covers the bills? MORE
While Customer success is a relatively new undertaking, we are fortunate to have many great content writers. Gainsight, TSIA, and Sixteenventures all provide high quality, actionable content. With that said, most of what is available is focused on a subscription. MORE
A telecommunications organization we worked with had updated and piloted its new quota process, and it worked perfectly.It This is the second in a two-part series of Ten Success Factors for Better Quotas. Click here for Part I. Move Beyond History. MORE
I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today. MORE
The local government’s telecommunications authority should be consulted prior to initiating a call recording system. Many countries do not have specific business call recording laws, or even regulations covering telecommunication issues. MORE
Then when working with a telecommunications company, one of the participants was very reluctant. In speaking with Dr. Laura Hills earlier this month, she told me that she discovered over 40 leadership models or theories when writing her dissertation. Really, over 40? MORE
Through my career I’ve always been in B2B, and occasionally B2C selling, marketing, and technology and telecommunications organizations. One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening etc. MORE
A survey by Gartner found that 44% of high-tech and telecommunications companies plan to increase their marketing budgets this year. The report was based on an online survey of 206 global high-tech and telecommunications providers conducted in December. Forty-one percent of executives surveyed said they would keep marketing budgets flat this year, while only 15% said they plan to decrease them. MORE
Those of you in the telecommunications segment–at least the old timers will immediately recognize the term, QoS–Quality of Service. In the old days of land lines, telecommunications providers were very concerned about QoS. QoS is important–not for telecommunications, not for Apps and Technology, but for how we engage each other, how we live our lives, how we build our organizations, and communities. MORE
Luke Skywalker, a salesperson for XYZ Technologies, is attending a trade show and happens to be in the elevator with Norman Bates, chief information officer at Wonderful Telecommunications. MORE
This category encompasses companies that self-identified their industry as: broadcast media, computer and network security, computer networking, internet, telecommunications, or wireless. As a sales professional, you’re sending emails all day, every day. MORE
If I’m a telecommunications company that wants to send something into space, the fact that there is SpaceX and other agencies that will send it into space is a good thing. MORE
Telecommunications Related Topics 
Sales Benchmark Index
AUGUST 1, 2018
While Customer success is a relatively new undertaking, we are fortunate to have many great content writers. Gainsight, TSIA, and Sixteenventures all provide high quality, actionable content. With that said, most of what is available is focused on a subscription.
Score More Sales
MARCH 4, 2014
I posted last week how I would be shaving my head to help fight cancer alongside one of my clients, Granite Telecommunications. The event happened yesterday – and the results are in.
HeavyHitter Sales
JANUARY 18, 2014
I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.
Increase Sales
NOVEMBER 9, 2012
Years ago when facilitating some customer service training and development for a telecommunications firm, one of the participants (a customer service technician) flatly said he was not in sales.
The ROI Guy
APRIL 23, 2010
A survey by Gartner found that 44% of high-tech and telecommunications companies plan to increase their marketing budgets this year. The report was based on an online survey of 206 global high-tech and telecommunications providers conducted in December. Forty-one percent of executives surveyed said they would keep marketing budgets flat this year, while only 15% said they plan to decrease them.
Increase Sales
JANUARY 22, 2017
Years ago we heard these words from a telecommunications provider “Reach out and touch someone.” Having those key relationships is essential in our personal to professional lives. Yet with technology, it appears we are being limited by how we communicate and interact with others.
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Customer Centric Selling
SEPTEMBER 16, 2015
I worked with a telecommunications vendor in the mid-90’s that had signed up for a trade show and was horrified when I walked through who would attend, their levels within organizations and what poor entry points they would provide.
Gong.io
AUGUST 2, 2018
The local government’s telecommunications authority should be consulted prior to initiating a call recording system. Many countries do not have specific business call recording laws, or even regulations covering telecommunication issues.
The Pipeline
APRIL 21, 2016
The person in charge of telecommunication is the one who works on their telco problems, not the one making the decision about carriers. By Tibor Shanto – tibor.shanto@sellbetter.ca .
Sales Benchmark Index
MAY 24, 2013
Contrast Oscar’s experience at his new job as a telecommunications sales rep. As an experienced sales leader, new hires are essential to Making the Number. Their success is your success. The goal is to minimize the time it takes them to reach full quota attainment.
The Pipeline
FEBRUARY 1, 2013
This is no more true when selling technology to business – software, hardware, telecommunications, infrastructure, etc. Guest Post – Michael Ashford. Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales.
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Customer Centric Selling
APRIL 16, 2014
A telecommunications company I was working with came to the realization that these “bingo cards” were mostly a great drain of sellers’ time and asked me for help in upgrading the entry levels they might achieve at a show they had already committed to.
Increase Sales
JULY 14, 2012
This was due to existing poor customer service but more so inconsistent service and high prices given the very competitive nature of the telecommunications industry. Later in the morning, a sales referral that I had already made to this telecommunications salesperson directly communicated with me and said his experience was less than the best.
Score More Sales
MAY 27, 2013
There are three major reasons you need to have regular time blocked off in your calendar for being social online.
Understanding the Sales Force
APRIL 8, 2013
Telecommunications and Internet. Understanding the Sales Force by Dave Kurlan Inc. Magazine ran an article on its website that I just can''t ignore. It''s making my blood boil. Why Consultative Doesn''t Work is irresponsible writing.
Partners in Excellence
AUGUST 11, 2014
Those of you in the telecommunications segment–at least the old timers will immediately recognize the term, QoS–Quality of Service. In the old days of land lines, telecommunications providers were very concerned about QoS. QoS is important–not for telecommunications, not for Apps and Technology, but for how we engage each other, how we live our lives, how we build our organizations, and communities.
No More Cold Calling
SEPTEMBER 8, 2016
billion people are online, according to a 2015 report by the International Telecommunication Union. In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company.
Increase Sales
MAY 29, 2014
Then when working with a telecommunications company, one of the participants was very reluctant. In speaking with Dr. Laura Hills earlier this month, she told me that she discovered over 40 leadership models or theories when writing her dissertation. Really, over 40?
Increase Sales
OCTOBER 2, 2014
Years ago during some customer service, team building training for a telecommunications firm one of the participants said flat out in a very challenging and derisive voice “I am not a leader.
DiscoverOrg Sales
JANUARY 22, 2016
Last year, CISOs were confronted with an abundance of cyberthreats and data breaches, affecting banking, healthcare, government, media, telecommunications, and other industries.
Pipeliner
FEBRUARY 7, 2018
For 20 years, Jason has worked internationally in industries such as technology, manufacturing, distribution, financial services, telecommunications, consumer products, health care, and hospitality. Sales Metrics that Matter in 2018.
Sales Hacker
JUNE 11, 2018
Industries [Retail & Consumer Goods, Financial Services, Manufacturing, Healthcare & Life Sciences, Telecommunications & Media]. Once again, Salesforce presents a strategic look into the rapidly shifting world of sales.
Increase Sales
JULY 26, 2012
Walk into most financial institutions to departments stores to telecommunications businesses and you will have that now all too common “plastic customer service” experience. “Welcome to …” or. “Hello and how are you?” ” Are they really interested in how you are feeling right now? Do they really care you are coming into their place of employment?
Hubspot Sales
OCTOBER 19, 2017
Telecommunications was the highest paid industry for sales engineers, with a median wage of $111,340. Frustrated by all the work you're doing for a paycheck that barely covers the bills?
OpenSymmetry
FEBRUARY 15, 2018
A telecommunications organization we worked with had updated and piloted its new quota process, and it worked perfectly.It This is the second in a two-part series of Ten Success Factors for Better Quotas. Click here for Part I. Move Beyond History.
The ROI Guy
JULY 11, 2012
Telecommunications equipment and enterprise software remain the best spending growth sectors, with bright spots also including a rise in: · Tablet and mobile computing, · Replacing obsolete enterprise software with SaaS, · Virtualization and scale-out servers vs. scale-up architectures, · Analytics and big data, · New net telecommunication connections in emerging markets, and mobile driven demand in established regions.
Pointclear
JUNE 15, 2018
And which industry within the Fortune 500: banking, telecommunications, automotive? Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.
Partners in Excellence
JUNE 18, 2018
By way of illustration, I’ve spent much of my career loosely involved with telecommunications, whether the operating companies, equipment, or services providers. Sometimes, I reflect on the “good old days.”
HeavyHitter Sales
APRIL 7, 2013
These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics to name a few.
Pipeliner
AUGUST 20, 2018
I recall that when the telecommunications business was about to lose its monopoly position, the company created a new sales driven terminal equipment division to compete, and established the new entity as the basis of the culture it wanted to build. What Could Happen if Sales Dominates. Many organizations want to be sales-centric when they “grow up”.
Partners in Excellence
APRIL 16, 2013
We may create personas for CFOs in healthcare, CFOs in telecommunications. We may further create personas for CFO’s in large telecommunications operating companies, CFO’s in large telecom infrastructure companies, and so forth. In 1999, Joe Pine published a fascinating book, Mass Customization.
John Barrows
JANUARY 30, 2019
Through my career I’ve always been in B2B, and occasionally B2C selling, marketing, and technology and telecommunications organizations. One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening etc.
Partners in Excellence
SEPTEMBER 17, 2012
Several years ago, we did a study of a one of the largest telecommunications companies in the world. In the case of the telecommunications company I identified at the top of this post, in our first pass at identifying the time drains, we were able to help the sales force get from less than 20% time available to selling to more than 40%–we were able to more than double sales productivity without doing anything else (and there were a lot of other things that improved as well).
Partners in Excellence
MAY 2, 2018
About 30 (one email sent to me 30 times) from one of the largest telecommunications companies in the world.
HeavyHitter Sales
SEPTEMBER 26, 2012
Luke Skywalker, a salesperson for XYZ Technologies, is attending a trade show and happens to be in the elevator with Norman Bates, chief information officer at Wonderful Telecommunications.
Sales and Marketing Management
DECEMBER 17, 2018
If I’m a telecommunications company that wants to send something into space, the fact that there is SpaceX and other agencies that will send it into space is a good thing.
Hubspot Sales
FEBRUARY 8, 2018
This category encompasses companies that self-identified their industry as: broadcast media, computer and network security, computer networking, internet, telecommunications, or wireless. As a sales professional, you’re sending emails all day, every day.
OpenSymmetry
AUGUST 3, 2016
We completed a sales compensation plan audit for a telecommunications company last year. The role of a salesperson is very clear: sell the company’s products or services to new and existing customers. Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right?
OpenSymmetry
DECEMBER 4, 2015
ICM can encompass both internal sales force and external third party sales forces’ which are common in telecommunications and financial services. On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software.
Altify
APRIL 2, 2018
EXAMPLE: My ideal customer is typically found in industries like professional services, high-end manufacturing, technology and telecommunications or where intellectual property management in contractual arrangements with customers is important. In my last post Ideal Customer Profile: Mining Your Customers , I showed how your existing customers are a great place to start to discover your ICP.
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