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

The Shift Ready?

“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….



Phase i
Phase I Ready?


Phase ii
Phase II Ready?


Phase iii
Phase III Ready?



Selling sip trunking and hosted pbx is your sales team ready

Meet Joe: the Business Owner Ready?

“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 Ready?

“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 bill the it guy

Your job: Ready?Make Bill the HERO!

Meet Bill: The IT Guy.


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

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 Ready?

  • 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 Ready?

  • Challenge your sales team to read current events in the industry.

  • Weekly Sales Meetings are mandatory

  • Give them a system.

  • Inspect what you Expect