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
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
Customer churn is a big problem for companies, especially in industries such as telecommunications where annual churn rates average between 10 percent to as much as 67 percent, according to the Database Marketing Institute. 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
She holds a BA in Economics from the University of Virginia and aanMA degree in Telecommunications from George Washington University. In this segment of the Women in Sales Leadership series, I talked with Mary Ford, Director, Sales Strategy and Operations at SecureWorks. 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
million); and telecommunications (1.59 Will this be the year that Inside Sales decides to take LinkedIn seriously? Some of you may already be ahead of the curve on this, but some late adopters are still not convinced. Here’s the scoop? 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
As recently as seven years ago, one of the largest groups of companies consuming sales training were in the high technology industries such as telecommunications, software, hardware and related services. 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
The FCC''s decision includes reclassifying Internet service as a Title II telecommunications service or public utility, prohibiting broadband providers from charging for faster lanes on the Internet. Net neutrality advocates scored a major victory today when the Federal Communications Commission approved net neutrality regulations by a 3-2 vote. MORE
The telecommunications provider wanted to deflect calls to its contact center, but still provide customers with the support and answers they need. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. Sales Effectiveness. Social Media. MORE
Within minutes, my telecommunications company had me up and running. Long story short, the telecommunications giant sent me to the manufacturer who sent me back to the telecommunications company. The telecommunication company said the needed to escalate me to level 3 support. 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
Every day, advertising bombards us to promote new cloud service offerings from big-name hardware manufacturers, software firms, telecommunication carriers, online retailers, traditional VARs, coloc and hosting providers, pure-play MSPs. MORE
TSIC is an international provider of telecommunication services with headquarters in Stockholm, Sweden, and offices in 14 other countries. MORE
But companies like Cisco and Avaya and other telecommunications are far ahead on some of those enterprise class technologies. Ashley Verrill – a expert with CRM reviewer SoftwareAdvice.com – interviewed me recently for the second edition of CRM’s Next 5 in 5. This report was an update from predictions five of my industry cohorts made about technologies that will change CRM in the next five years. 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
Carrier: A company that provides wireless telecommunications services. Once executed, the agreement requires the carrier to provide wireless telecommunication services to the customer. With U.S. consumers spending 2.8 hours per day on smartphones and the number of mobile-only internet users now exceeding desktop-only users, it’s worth considering how connecting with customers on mobile could benefit your business. 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
Will has helped clients in many industries, including high-tech, telecommunications, health care, hospitality, professional services, industrial products, education, and advertising and media MORE
I had a very interesting meeting the other day with Rowley Douglas, executive vice president of North American operations for CloudSense, a cloud services company which provides platforms used to manage the customer lifecycle for companies in telecommunications, media, and other industries. MORE
Today, the 5 industries with the highest marketing automation adoption rates are software & Internet, telecommunications, computer & electronics, health & pharma and business services. Are you still afraid of and intimidated by marketing automation? MORE
And also that IT and Telecommunications suppliers were by far the worst in terms of accessibility: For example, I tried for almost an hour the other day to pay a cell phone bill and eventually gave up. Remember the sheer terror the first time Dad let go and you cycled off on your own? 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
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
Smith Micro , Telecommunications. Earlier this week, Tech America hosted the 19th annual Orange County High Tech Innovation Awards. 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
EE, the British telecommunications company, recently began offering a new service called Priority Answer that allows customers of its pay monthly and SIM-only plans to pay 50 pence ($0.81 USD) to be moved to the top of the queue for customer service calls when call volumes are high. The new service has created a firestorm in social media and other forums among some customers who are upset about having to pay extra to receive faster support. MORE
No matter your product or service–autos, real estate, financial services, consulting, telecommunications solutions, or anything else, you are your boss, your employer. If you work as an outside, commissioned salesperson, think about what your employer does: Your employer pays for: virtually 100% of your training. virtually 100% of your marketing. your gas, your cell phone, your prospect and client lunches and coffee meetings. MORE
Customer Experience Customer Loyalty Customer Strategy Emerging Trends Marketing Mobile Marketing mobilecustomerstrategy mobiletargeting telecommunicationsIn the next few weeks, both Verizon and AT&T are expected to introduce family data sharing plans where customers will pay for a fixed amount of data to be shared between family members or between device types (e.g. 5 gigabytes for two devices instead of 3 GB for one), according to USA Today. MORE
Telecommunications Related Topics 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.
Igniting Sales Transformation
JUNE 21, 2017
She holds a BA in Economics from the University of Virginia and aanMA degree in Telecommunications from George Washington University. In this segment of the Women in Sales Leadership series, I talked with Mary Ford, Director, Sales Strategy and Operations at SecureWorks.
The 1to1 Media Blog
MAY 22, 2012
Customer Experience Customer Loyalty Customer Strategy Emerging Trends Marketing Mobile Marketing mobilecustomerstrategy mobiletargeting telecommunicationsIn the next few weeks, both Verizon and AT&T are expected to introduce family data sharing plans where customers will pay for a fixed amount of data to be shared between family members or between device types (e.g. 5 gigabytes for two devices instead of 3 GB for one), according to USA Today.
The 1to1 Media Blog
APRIL 10, 2015
TSIC is an international provider of telecommunication services with headquarters in Stockholm, Sweden, and offices in 14 other countries.
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 1to1 Media Blog
SEPTEMBER 16, 2014
EE, the British telecommunications company, recently began offering a new service called Priority Answer that allows customers of its pay monthly and SIM-only plans to pay 50 pence ($0.81 USD) to be moved to the top of the queue for customer service calls when call volumes are high. The new service has created a firestorm in social media and other forums among some customers who are upset about having to pay extra to receive faster support.
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
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.
The 1to1 Media Blog
SEPTEMBER 29, 2015
Customer churn is a big problem for companies, especially in industries such as telecommunications where annual churn rates average between 10 percent to as much as 67 percent, according to the Database Marketing Institute.
The 1to1 Media Blog
FEBRUARY 26, 2015
The FCC''s decision includes reclassifying Internet service as a Title II telecommunications service or public utility, prohibiting broadband providers from charging for faster lanes on the Internet. Net neutrality advocates scored a major victory today when the Federal Communications Commission approved net neutrality regulations by a 3-2 vote.
Sales and Management Blog
JULY 28, 2014
No matter your product or service–autos, real estate, financial services, consulting, telecommunications solutions, or anything else, you are your boss, your employer. If you work as an outside, commissioned salesperson, think about what your employer does: Your employer pays for: virtually 100% of your training. virtually 100% of your marketing. your gas, your cell phone, your prospect and client lunches and coffee meetings.
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.
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.
The Sales Blog
FEBRUARY 12, 2014
Within minutes, my telecommunications company had me up and running. Long story short, the telecommunications giant sent me to the manufacturer who sent me back to the telecommunications company. The telecommunication company said the needed to escalate me to level 3 support.
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
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.
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?
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.
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.
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.
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 .
Productivity and Motivational Tips for Inside Sale
JANUARY 16, 2013
million); and telecommunications (1.59 Will this be the year that Inside Sales decides to take LinkedIn seriously? Some of you may already be ahead of the curve on this, but some late adopters are still not convinced. Here’s the scoop?
Brian Vellmure
FEBRUARY 7, 2013
But companies like Cisco and Avaya and other telecommunications are far ahead on some of those enterprise class technologies. Ashley Verrill – a expert with CRM reviewer SoftwareAdvice.com – interviewed me recently for the second edition of CRM’s Next 5 in 5. This report was an update from predictions five of my industry cohorts made about technologies that will change CRM in the next five years.
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.
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?
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.
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?
Salesfusion
DECEMBER 29, 2015
Today, the 5 industries with the highest marketing automation adoption rates are software & Internet, telecommunications, computer & electronics, health & pharma and business services. Are you still afraid of and intimidated by marketing automation?
Vertical Response
FEBRUARY 19, 2016
Carrier: A company that provides wireless telecommunications services. Once executed, the agreement requires the carrier to provide wireless telecommunication services to the customer. With U.S. consumers spending 2.8 hours per day on smartphones and the number of mobile-only internet users now exceeding desktop-only users, it’s worth considering how connecting with customers on mobile could benefit your business.
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.
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.
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.
Dave Stein's Blog
MARCH 14, 2012
As recently as seven years ago, one of the largest groups of companies consuming sales training were in the high technology industries such as telecommunications, software, hardware and related services.
Jonathan Farrington
OCTOBER 15, 2012
And also that IT and Telecommunications suppliers were by far the worst in terms of accessibility: For example, I tried for almost an hour the other day to pay a cell phone bill and eventually gave up. Remember the sheer terror the first time Dad let go and you cycled off on your own?
Brian Vellmure
JUNE 16, 2012
Smith Micro , Telecommunications. Earlier this week, Tech America hosted the 19th annual Orange County High Tech Innovation Awards.
Tech Bytes
SEPTEMBER 3, 2013
Will has helped clients in many industries, including high-tech, telecommunications, health care, hospitality, professional services, industrial products, education, and advertising and media
Tech Bytes
APRIL 18, 2013
Every day, advertising bombards us to promote new cloud service offerings from big-name hardware manufacturers, software firms, telecommunication carriers, online retailers, traditional VARs, coloc and hosting providers, pure-play MSPs.
The 1to1 Media Blog
JANUARY 11, 2012
The telecommunications provider wanted to deflect calls to its contact center, but still provide customers with the support and answers they need. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. Sales Effectiveness. Social Media.
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).
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