How a Telecom CEO Is Navigating the Crisis

Sales Benchmark Index

In the last couple of months, CEOs from a variety of industries have found themselves in uniquely challenging situations. However, during this time, they have all exhibited a common trait — they have proven it has been imperative to uphold.

Bob Layton

Sales Benchmark Index

We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.

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Will a “Traditional” Customer Success Approach Work For You?

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy advocacy background check services budget planning consumption based model cs CSM talent profile customer onboarding customer success customer value creation CX economics experience Fred Penteado gainsight improving launching messaging messaging services in telecommunications pricing model roles and responsibililties saas segmentation services sixteenventures team telecommunications TSIA value creation working

Why CMOs Are Continuing to Invest in Community

Sales Benchmark Index

At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the.

How a Global Sales Executive Effectively Manages a Disrupted Partner Ecosystem

Sales Benchmark Index

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.

Accelerating Revenue by Improving the Sales Team’s Agility

Sales Benchmark Index

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes.

How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

One major telecommunications provider in Scandinavia, for example, has migrated B2B sales to virtual channels, using marketing automation to create leads and installing an online self-service portal.

Quota 271

Learn why Configure Price quote (CPQ) is important in High Tech

Canidium

Industries included in the high tech world include but are not limited to, Telecommunication, Equipment, Data Storage and Storage Networking, Consumer Electronics, Servers and Network Equipment, and Semiconductors. High Tech Companies can use CPQ to improve Sales Models. High Technology companies can often improve their quoting processes through the use of Configure Price and Quote applications.

12 Sales Metrics that Matter Most-Harvard Business Review

HeavyHitter Sales

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. Telecommunications salespeople averaged $3.3 million, for Cloud/SaaS inside salespeople the average was $795,000 and telecommunications was $730,000.

How to Renegotiate When Your Deal Seems Lost

Sales Hacker

Telecommunications provider leverages other bidders for a better deal. A telecommunications provider was changing to a different cell phone company to comply with a regulatory requirement. Even a seemingly perfect deal can go wrong.

Head Shaving to Fight Cancer, Part 2

Score More Sales

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. Before I go back to normal sales business, I just wanted to update everyone – due to such tremendous sharing about this story. (See See Part 1 of this story here ). Granite as a company raised over $2.1

Highspot Ranked a Fastest Growing Company in North America on Deloitte’s 2020 Technology Fast 500™

Highspot

101 on Deloitte’s Technology Fast 500 , a ranking of the 500 fastest-growing technology, media, telecommunications, life sciences, and energy tech companies in North America now in its 26th year.

Gartner: Nearly half of IT, telecom companies plan to boost marketing spending

The ROI Guy

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.

Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue

Customer Centric Selling

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. Visitors were asked to answer 2 questions: The last time your telecommunications system crashed, who complained the most? Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue.

Believe It or Not Everyone Is In Sales

Increase Sales

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. I later learned he outperformed all his other customer service technicians by his up selling of additional telecommunications features and packages.

Is Your Customer at the Center of Sales Onboarding?

Sales Benchmark Index

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. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. The lack of customer focus can be a deadly impediment.

3 Things To Leave Out Of Your Prospecting Call

The Pipeline

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 . Not only do I get to listen to a lot of outbound calls, but I get a fair bit of cold calls, ( I guess they did not get the memo that cold calling is dead ), and there are a number of things that if people would just stop doing, they would be so much more successful.

The Complexities of Selling Technology to Business

The Pipeline

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. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

Sales Training Insight into Adult Trick or Treating

Customer Centric Selling

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. Sales Training Article: Adult Trick or Treating. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

MindTickle and PSI: Helping Sellers Speak the Customer’s Language

Mindtickle

Together, MindTickle and PSI offer Sales Readiness paths that drive knowledge specific to companies in financial services, manufacturing, health care, and life sciences, insurance, retail and technology, media and telecommunications. Do you know what “TK” means in life sciences? How about “kaizen” in manufacturing? Do you understand how AI is affecting financial services or how the Internet of Things (IoT) is changing manufacturing models?

Hanging Up Not the Best for Future Sales Referrals

Increase Sales

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.

Sales Call Recording Laws & Regulations

Gong.io

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. DISCLAIMER: The information provided on sales call recording laws is for informational purposes only and is not legal advice. If you have specific questions on compliance with any relevant laws, please consult your legal counsel. .

Inside Sales Power Tip 115 – Be Social

Score More Sales

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices. There are three major reasons you need to have regular time blocked off in your calendar for being social online.

QoS–Quality Of Service

Partners in Excellence

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.

Look Beyond the Keystrokes to Build Key Relationships

Increase Sales

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. Suddenly we become conditioned to stroking the keys instead of actually speaking with another human being. Credit www.pixabay.com.

Case Study: Avaya IP Office TCO Calculator

The ROI Guy

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. Avaya needed to promote the cost advantages of its IP Office unified communication solution, helping buyers understand what they are currently spending on telephony and audio conferencing, and what savings Avaya could deliver.

Is Your Online Brand Different than Your In-Person Brand?

No More Cold Calling

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. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Today your online brand is just as critical as your in-person brand.

Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

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. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years.

The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Last year, CISOs were confronted with an abundance of cyberthreats and data breaches, affecting banking, healthcare, government, media, telecommunications, and other industries. Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected.

Groove Ranks 191 on Deloitte’s 2020 Technology Fast 500 List of Fastest-Growing Company in North America

Groove.co

ABOUT DELOITTE’S 2020 TECHNOLOGY FAST 500™ Now in its 26th year, Deloitte’s Technology Fast 500 provides a ranking of the fastest-growing technology, media, telecommunications, life sciences and energy tech companies — both public and private — in North America. More good news from Groove!

Will You Be Replaced by a Machine?

Pipeliner

Here’s a personal story: In the early 2000s, I was selling very sophisticated billing software to large telecommunication companies. According to a recent forecast by Forrester Research (one of the most influential research and advisory firms in the world), “ 1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force.”

Highspot Ranked Number 41 Fastest Growing Company in North America on Deloitte’s 2019 Technology Fast 500™

Highspot

41 on Deloitte’s Technology Fast 500 , a ranking of the 500 fastest growing technology, media, telecommunications, life sciences and energy tech companies in North America now in its 25th year. Escalating Demand for Sales Enablement and Highspot’s Category Leadership Drove 3,172 Percent Revenue Growth. SEATTLE, Nov. 7, 2019 – Highspot, the sales enablement platform that reps love, today announced it ranked No.

The 5 Most Highly Paid Sales Jobs of 2017

Hubspot Sales

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? The most recent report by the Bureau of Labor Statistics divulges the top five most highly paid sales jobs of the year -- along with projected industry growth over the next decade, and qualifications for employment.

The Plastic Customer Service Phenomenon

Increase Sales

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?

Your Exceptional Examsnap Guide to Popular VMware Certifications

Pipeliner

VMware offers products and services that have had a major influence on fields like banking, healthcare, government, telecommunications, examsnap.com manufacturing, and transportation over the past few decades. Your chances to successfully achieve your IT career goals largely depend on your ability to showcase your skills and meet the current industry standards. An IT certification is an element that’ll help you stand out among your colleagues.

#SalesChats Ep. 45: Sales Metrics that Matter in 2018 with Jason Jordan

Pipeliner

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. When a sales team sets off at the beginning of a quarter to reach a sales goal, how do they know they’re making progress toward that goal? How do they know they’re on target with enough opportunities?

5 Game-Changing Trends Shaping the Future of Sales [New Report]

Sales Hacker

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. The third edition of the widely anticipated State of Sales report surveyed more than 2,900 sales professionals and leaders from around the world. Here’s a quick sneak peak of their sales research report.

Is Leadership Really That Complicated?

Increase Sales

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? How did we as human beings ever managed to survive?

Five Ways to Grow Revenue (and Lower Cost)

Pointclear

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.

The First Step to Being a Great Leader

Increase Sales

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. By now one would think that everything that could be written about being a great leader or leadership has been written. This might be true. As I was doing some additional research, I realized much of the leadership development programs appear to ignore this first step.