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

Sales Benchmark Index

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.

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.

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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.

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.

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.

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 .

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.

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.

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.

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.

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.

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.

Inside Sales Power Tip 115 – Be Social

Score More Sales

There are three major reasons you need to have regular time blocked off in your calendar for being social online.

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.

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.

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.

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.

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.

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.

65+ Statistics About Artificial Intelligence

Zoominfo

72% of businesses in the technology, media, and telecommunications industry expect AI to have a significant impact on product offerings in the next five years ( source ).

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. SEATTLE, Nov.

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.

For Women in Business Who Feel Like a Fraud

Women Sales Pros

In my second year out of college, I was working for a telecommunications company in Philadelphia when news hit of our bankruptcy.

#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.

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.

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 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?

List Segmentation: The Key to Email Marketing

Zoominfo

For example, after analyzing your data, you notice that your customers primarily come from two different industries—publishing and telecommunications. No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue.

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?

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.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

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.

Study 152

Guest blog: 10 Success Factors for Quotas Part 2

OpenSymmetry

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.

Quota 68

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?

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.

Gartner’s IT Spending Forecast Heats Up For Summer

The ROI Guy

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.

Win the Business With This Elevator Pitch

HeavyHitter Sales

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

Why You Missed Your Sales Quota Last Quarter

Zoominfo

5,000 VPs of IT Application Development, Business Intelligence, Telecommunications, Asset Management, Procurement, Database Administration, etc. So you missed your sales quota last quarter. It seems like a huge, complex problem with no clear solution. What’s broken? How can you fix it?

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