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.

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.

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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.

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.

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

How Terrapinn Increases Visibility and Engagement with Microsoft Teams & Troops

Troops

From transportation to telecommunications to education, Terrapinn is inspiring and transforming business in multiple channels throughout the world. Terrapinn is a global events company set on promoting innovative ideas and technology across the globe.

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.

Welcome, Gen A: The Age of Automation for Sales and Marketing is Here

Zoominfo

On the face of it, it does seem that the [B2B] industry doesn’t move at the pace that it should in adopting technology,” says Aditya Gupta, assistant professor of marketing at Texas State University and a former product development leader at IT and telecommunications firms.

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 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

The Long Arm of the Law

Appbuddy

Independently of this, the German parliament has adopted a new law regulating data protection and privacy in telecommunications and telemedia. The rapid rise of internet marketing means many data protection laws are no longer fit for purpose.

The Importance of VoIP in a B2B Sales Strategy

Sales and Marketing Management

Seamus Dunne is sales manager at Conversation Piece , an Irish telecommunications and data company. Author: Seamus Dunne How is your business performing regarding its current sales figures? Have you met your target margins or is there much to be desired in terms of success?

B2B 184

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

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.

NAICS Code Directory for Sales and Marketing Teams

Zoominfo

5173 Wired & Wireless Telecommunications Carriers. 5174 Satellite Telecommunications. 5179 Other Telecommunications. For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key.

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. In fact, studies show that email marketing has a 4400% return on investment ( source ). But, that’s only if you do it correctly. The days of batch and blast emails are long gone.

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.

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 ). Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. Early adopters of AI have achieved significant benefits – including increased efficiency, cost reduction, improved customer experience, revenue growth, and more.

MindTickle Partnerships Add Firepower to Customers’ Vertical GTM Strategy

Mindtickle

Together, MindTickle and PSI clients can measurably achieve their sales readiness goals selling to businesses in financial services, health care, life sciences, insurance, manufacturing, technology, media, telecommunications, and more.

The Monthly Rundown: Hot Startups from January

Crunchbase

The platform helps companies in the telecommunications, alternative energy and utility industries manage millions of sites and projects.

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.

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?

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.

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.

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.

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.

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.

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.

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.

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.

Learn How to Sell Abroad With the Right Reflection, Planning, and Metrics

Sales Hacker

But if your product is serving telecommunications or banking, you know the key players. With uncertainty abound in the market, you may be keen to look elsewhere – including abroad.

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.

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.

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.

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. In fact, studies show that email marketing has a 4400% return on investment ( source ). But, that’s only if you do it correctly. The days of batch and blast emails are long gone.

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? And how do you commit to a quota for next quarter and feel confident about hitting it? It’s a complicated problem, so let’s break it down.

Quota 152

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.