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.

Trending Sources

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.

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.

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.

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.

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.

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 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?

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.

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?

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.

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 .

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?

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.

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 35

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?

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.

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.

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

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?

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).

Jonathan Farrington's Blog ? The Real Value of Your Contacts ? The.

Jonathan Farrington

The Real Value of Your Contacts – The Smartr Survey. Published by Jonathan Farrington at 12:46 am under General. SMARTR SURVEY REVEALS AMERICANS PLACE AN AVERAGE VALUE OF $20K ON THEIR BUSINESS CONTACTS!

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?

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.