agent

 

What to Do When The Big Three Beat Your Price

Posted: 12/1997 What to Do When The Big Three Beat Your Price Part Two By Dan Baldwin As you’ll recall from last month’s column, our long distance superhero "Dan" was trying to pick up the pieces of a supposed "slam dunk" $1,500-a-month long distance deal in which he was saving his prospect an easy 30 […]

Agent Channel

Posted: 12/1997   Agent Channel A No-Brainer By Gary Kim Want to bet on a sure thing? Bet that the agent channel will continue to grow in importance as the entire telecommunications business gets more competitive. Keep the emphasis on channel. Just as supermarkets are a channel for a wide variety of products sold to […]

What to Do When The Big Three Beats Your Price

Posted: 11/1997 What to Do When The Big Three Beats Your Price A Working Example By Dan Baldwin Every month in this column we talk about the best ways for agents to sell long distance. We suggest that the best way to do this is to go after "Big Three" (AT&T, MCI and Sprint) customers […]

It’s All in the Cards

Posted: 10/1997 It’s All in the Cards by Charlene O’Hanlon The prepaid calling card business is characterized by agents as a risky game, yielding high commissions or considerable losses depending on one’s tenacity and luck. Agents have been hustled by hit-and-run artists who print cards with bogus numbers. They’ve been hustled by carriers whose platforms […]

Case Study

Posted: 10/1997 Case Study How to Keep Your Customers from Asking for a Lower Price At a trade show a few months ago I heard a line that captured my entire philosophy about selling long distance: "Price is an issue only in the absence of value." These 10 words neatly summarized what we at the […]

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