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Selling SIP Trunking and Hosted PBX: Is Your Sales Team Ready?. FISPA - NOLA 10/8/10. The Shift. “PHONE STUFF” -The Phone System - Local Phone Service - Long Distance Plan - Toll-Free plan - Conferencing. “DATA/INTERNET STUFF” - Internet Service

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Presentation Transcript
slide3

The Shift

“PHONE STUFF”

-The Phone System

- Local Phone Service

- Long Distance Plan

- Toll-Free plan

- Conferencing

“DATA/INTERNET STUFF”

- Internet Service

- Infrastructure – servers and data switches and routers

- Software

- PCs

Convergence, Cloud Based Services SaaS, IaaS, etc….

slide9

Meet Joe: the Business Owner

“We are simple. We don’t need all those bells and whistles. But we can’t be down!”

“How do I know your business is going to be around in 2 years?”

“Do you do a trial period?”

“Can we get a month to month?”

meet susan the everything lady
Meet Susan: The Everything Lady

“I’m worried that if this new T1 goes down that the entire office is down.”

“We really aren’t interested in leasing a phone system. Mr. Brown wants to purchase one.”

“We don’t have a phone guy today – will we have to find someone to help us run this system?”

meet mike the outsourced it guy
Meet Mike: The OUTSOURCED IT Guy.

Look out for Mike….they TRUST him and he needs to be on your side!

Get him signed up as a Channel Partner!

translation
Translation
  • Connecting the Dots.
  • Providing Solutions
  • Delivering Value.

“Curiosity is life. Assumption is Death. Look around, be a sponge.”

- Mike Parker, Nike CEO

suggested best practices
Suggested Best Practices
  • Challenge your sales team to read current events in the industry.
  • Weekly Sales Meetings are mandatory
  • Give them a system.
  • Inspect what you Expect
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