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.

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.

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.

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.

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.

Abandoning Excellence

Partners in Excellence

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.”

#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.

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.

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.

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.

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.

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.

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.

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?

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.

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 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.

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.

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.

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.

Thanks For Training Me Not To Answer My Phone!

Partners in Excellence

About 30 (one email sent to me 30 times) from one of the largest telecommunications companies in the world.

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?

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.

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.

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 107

The Strategic Account Manager – How do you Compensate This Critical Role?

OpenSymmetry

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?

Ideal Customer Profile: Firmographics

Altify

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.

Mass Customization, Creating “Markets Of 1?

Partners in Excellence

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.

Lean Sales And Marketing — Time Available For Selling

Partners in Excellence

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).

Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

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.

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 Automate Sales Compensation Management

OpenSymmetry

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.

Remember Your First Time?

Jonathan Farrington

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?

Get Over Your Fear of Marketing Automation Software

Salesfusion

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?

Get Over Your Fear of Marketing Automation Software

Salesfusion

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?

How do you Develop and Communicate your Unique Business Benefits?

The ROI Guy

Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? If you answered “Yes”, you are not alone.

IT Spending on the Rise, But Frugalnomics Still Reigns

The ROI Guy

Leading the recovery is a resurgence in infrastructure investments, with Computing Hardware expected to grow 11.7%, followed by Enterprise Software (9.5%), Telecommunications (6.9%) and IT Services (6.6%) and IT Services (6.6%). The latest IT spending metrics have been released by Gartner, and the news is good for the second half of this year and 2011 overall. Worldwide IT spending is estimated to grow by 7.1%

Essential Assets for Sales Leaders – Personal Competencies

Sales Overdrive

For example, you would not expect an agribusiness sales executive with no knowledge of technology to do well without substantial sales and industry training in the telecommunications field. This is the sixth article in a series related to seven key areas that drive sales and revenue growth performance for organizations involved in B2B sales of products and services.

PODCAST 01: Walking the Road from Individual Contributor to Management

Sales Hacker

I went to work for a company called Winstar Communications, which was a small local telecommunications company in the midst of the telecom deregulation of 1996. In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein , Chief Revenue Officer at AlphaSense. . In Today’s Episode: How to map your career from individual contributor to manager. Why you should spend time with and invest in your new hires.