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FCC Not Finished with VoIP 911 Rules

Taking your landline phone on the road is one of the cool features of Internet-based phone service, but it also is creating a headache for regulators who want to ensure emergency operators know where a distressed caller is located. The FCC plans to do something about it. In an order released Friday requiring Internet phone […]

Can the Pygmalion Effect Boost Your Sales?

The Pygmalion Effect comes from Greek mythology. Pygmalion, the King of Cyprus, carved an ivory statue of the ideal woman and named her Galatea. He had high expectations for his creation. Through his own will and help from the goddess Venus, Pygmalion brought Galatea to life. Fast-forward to 1968 and a classic study that showed […]

Hold ‘Em or Fold ‘Em

OK, you’ve done your homework, you’ve set up your Web site and you’ve mailed your fliers. Now, you’re sitting back and waiting for that sales funnel to fill up with leads. But do you have a plan for managing the process when it does? Lead management is as important a factor in telecom sales success […]

Negotiating: Discover Exactly What Your Sales Prospect Wants

Negotiation in sales can be a tricky process when salespeople dont know the true needs of their prospects. But the most successful sales and business professionals know how to ask questions that determine what their prospective clients really want. They use questions to open up communication and encourage prospects to share information. However, using questions […]

How to Prepare for Any Negotiation Session

If you think successful salespeople “wing it” when it comes to negotiation, think again. In truth, they prepare for every negotiation with the same rigor as a student preparing for an upcoming exam. Smart salespeople realize effective negotiation depends on preparation. They take time to think through their own positions and that of their counterparts […]

New Edge Networks Moffat: IP VPNs Are the Technology of the Future

The future of telecom is not in VoIP, its in IP VPNs. So says Dan Moffat, president and CEO of New Edge Networks, with whom T@G got a chance to talk in late September. Moffat was scheduled to present several sessions on IP VPNs to audiences in Florida and Louisiana, but Hurricane Ivan put a […]

Train Agents Today to Help Them Sell Tomorrow

Getting agents to educate themselves about the products they sell can be like, well, pulling teeth. They need to know what a technology or service will do for a client, because that is one way to earn repeat business. Many master agents do their part to provide agents the tools to sell knowledgeably, and to […]

VoIP: Get to Know The Many Flavors of Hardware

In Part II of a series on voice over IP here at The Channel Partners Conference & Expo, panelists will pick up where todays general session left off and discuss the hardware aspects of implementing VoIP in a PBX business environment. There are hosted models and premise-based approaches, and of the latter there are solutions […]

VoiceLog Challenges TPV Vendors

VoiceLog LLC (Booth 311), a provider of third-party verification (TPV) for the telecommunications and competitive energy markets, announces the VoiceLog Challenge, an offer to take on all TPV vendors. In the challenge, VoiceLog intends to prove it delivers more good sales and a better user experience than other speech recognition-driven or live-operator TPV vendors. Key […]

UNE-P Resellers: It’s Your Move

Just as death comes to a ailing relative, so comes UNE-P’s demise - expected but nonetheless painful. While some resellers relying on the embattled resale platform are hopeful to negotiate with their reluctant suppliers, most have resigned themselves to transitioning from UNE-P and have begun planning, if not executing, accordingly. The FCC rules released in the […]

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