prospects

 

Take Your Business Networking to a New Level

Networking is an essential component of a business’ success. Jean Kelley explains how, whether done online or in person, effective networkworking can establish a strong, positive presence.

Compensating for Change

Compensating for Change With increasing portfolio complexity and a wide range of customer targets, resellers, master agents and service providers are wrestling with how to realign their indirect and direct sales channels to overcome a stagnate reality: Too many salespeople are unfocused, chasing the opportune sales instead of pursuing more difficult, highmargin prospects.

Practice What You Peddle

ITS EASY TO THINK TECHNOLOGIES will speak for themselves; not so, though. Here are some tips on how solutions providers should be using the tools they sell to hawk those very products and services. Conferencing. ILD Telecommunications Inc. gives its channel partners free accounts. This opens the door for channel partners to set up a […]

UDP Launches CRM Program

UDP (Booth 1420), a national provider of billing and order management systems, has launched a new CRM program within COMET, the companys flagship end-user customer care and billing platform. Much of the data are pre-populated and companies are able to work from one database, which captures all interactions with customers. CRM screens show when the […]

Switchvox Releases New IP PBX

IP PBX maker Switchvox has released the Switchvox SMB platform; pricing starts at $2,495. The IP PBX offers call event notification application programming interface so companies can integrate their IP phone systems with other applications or databases, such as contact directories or order tracking software. The product also includes Switchboard 2.0, a real-time call control […]

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 […]

Why Play the Price Game?

In today’s marketplace, developing and maintaining an objective advantage over the competition can seem next to impossible. Why? Because from a customer’s perspective, similar product and service offerings are basically the same. Unless you have a distinct advantage, you must create a competitive advantage by creating a value perception that goes beyond your product or […]

Mining LIDBs

A shift from traditional wireline services to mobility and VoIP has lessened the volume for line information database (LIDB) storage for carriers. But this old standby’s unparalleled ability to provide accurate customer information may give rise to new usage models far beyond telecom. Conceived as a way to validate collect calls, calling card calls and […]

Ask The Expert

Dear Expert Eye,What kinds of sales strategies can I use during the holiday season to boost my numbers? I’m a subagent and I’d like to end 2004 on a great note.Thanks,Anonymous Dear Anonymous, Great question! The holiday season is often a frustrating one for sales representatives in any industry, as many customers and prospects take […]

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