Selling sip trunking and hosted pbx is your sales team ready
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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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Selling SIP Trunking and Hosted PBX: Is Your Sales Team Ready?

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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

- Infrastructure – servers and data switches and routers

- Software

- PCs

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


Options, Options, Options.


Phase I


Phase II


Phase III


The Confusion


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

“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?”


Your job: Make Bill the HERO!

Meet Bill: The 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

  • 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

  • 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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