Sales 101

I'm noticing as I work with the various Service providers, they have lost the basic Sales DNA. I am going to focus on mapping out the basic steps to building and running a sales organization over the next few months.

Sales people first must know why they are there. What is their story? What are their goals? What does the next 30/60/90 days look like? What is the 5 year plan?

Sales people must know the company story. The "elevator pitch". If I run into you in an elevator, can you tell me in 60 seconds, what your company does and why customers want to work with your company.

Know the products! It is surprising how many sales people do not know their own products. They don't even use their own products. This is a Sales Management problem. This come from Sales Leadership not asking the tough questions and not holding people accountable.

Know your territory! Where is the potential business. Know the companies throughout your territory through the art of prospecting and networking! You must enjoy meeting people and hearing their story. Remember the old analogy, "You have two ears and one mouth, use them at that ratio" Listen twice as much as you talk.

Get great at setting appointments! You are not selling anything here, just meeting people, and showing them something new.

MegaPath (playlist)

MegaPath: Your Single Source for Business Communications

VoIP over WiMax

We have been waiting for a wireless connection that is stable enough for VoIP, Hopefully this will be another option for quality internet connectivity


Clearwire Corp. apparently plans to make good on previously mentioned plans to offer VoIP over its WiMAX 4G mobile broadband network. The carrier is testing VoWiMAX devices on its Portland, Ore. network.
Mobile voice services will launch in 2010 after testing throughout 2009 to resolve hurdles like integrating with home lines and cellular networks.
The development is a boon to cableco partners of Clearwire’s, which can leverage MVNO relationships with the WiMAX provider to add wireless broadband and soon, apparently, voice.
Sources:
FierceVoIP: Clearwire tests WiMAX mobile VoIP phones
Related Articles:
Comcast Becomes WiMAX MVNO

WOW FACTOR!!!!!

The WOW factor, we are experiencing with HD voice has been incredible. I just got back from a customer meeting where we plugged in our HD Voice service and they were absolutely amazed! We had other employees coming out of there office, just to come in and SEE what kind of device was broadcasting such a clear sound! When they come in and see that it is just a phone, in speakerphone mode, they still ask, "what is that?" We are also hearing comments like "I've NEVER heard a call like that!"

Polycom HD phones have really given VoIP a huge edge over traditional telephone service and premise based PBXs.

Additional information on IP5280's High Def offering

http://biz.yahoo.com/iw/080303/0369557.html

High Definition Voice

IP5280 Business VoIP has moved to the next level with Polycom's new HD phones. The difference from the old phone company is noticed immediately when the first words are spoken across our new services. It isn't really fair compairing to traditional telephony! Businesses were first moving to VoIP for the added features and unification and simplification of their network, now they are moving for voice QUALITY!!!

High Definition Voice really sets a gap between the new world and the old, which has really helped us to move people to the future of communications. Check out the information and survey results at www.ip5280.com