selling

 

Selling Short

WHEN YOU CONSIDER that Wi-Fi mesh, WiMAX and 3G are about growing range and footprint, wireless technologies motto seems to be bigger is better. But, there is similar movement at the opposite end of the spectrum as short-range standards continue to percolate in the lab. Rather than taking on great distances, these technologies are trying […]

The Lighter Side of Being an Agent

By Peter Radizeski, RAD-INFO I’m going to take a step away from talking about what needs to be fixed and ramble about the opportunities. With VARs getting into the telco space as agents, agents have a chance to slip into the VAR space. (When I say VAR I mean a hardware centric IT service company […]

Dont Limit Yourself, Partner

By Michael Fair, MarketRace Continuing down my list of the top 10 mistakes that service providers (and master agents for that matter) make with their channel programs: Limiting Partner Recruitment. Successful programs must continually evaluate not just who their partners are but what types of partners they have in their programs. New partners must be […]

American Telesis Aids Consultative Selling

Channel Partners Conference & Expo sponsor American Telesis (Booth 133), a facilities-based WAN provider in the United States and Canada, announced it is taking consultative selling to the next level. Our agent program now focuses on a consultative approach to finding just the right solution for the agents customers, said Heather J. Selbert, vice president […]

American Telesis Aids Consultative Selling

Channel Partners Conference & Expo sponsor American Telesis (Booth 133), a facilities-based WAN provider in the United States and Canada, announced it is taking consultative selling to the next level. Our agent program now focuses on a consultative approach to finding just the right solution for the agents customers, said Heather J. Selbert, vice president […]

New Edge Adds to Agent Program

New Edge Networks (Booth 101) revamped its partner program offering its channel a direct voice, access to resources, training and incentives for selling high-speed broadband networks to businesses. In conjunction with the channel program overhaul, New Edge Networks also created an agent council with three members from each of the companys three operating regions in […]

New Edge Adds to Agent Program

New Edge Networks (Booth 101) revamped its partner program offering its channel a direct voice, access to resources, training and incentives for selling high-speed broadband networks to businesses. In conjunction with the channel program overhaul, New Edge Networks also created an agent council with three members from each of the companys three operating regions in […]

WTG Offers Services From Any LEC

Master agency World Telecom Group (WTG, Booth 301) announced it is able to provide services from any LEC, thanks to a series of direct contracts, which means agents can offer complete telecommunications services to their clients. WTGs LEC portfolio is comprised of products from AT&T Inc.; BellSouth Corp. (now part of AT&T); Embarq; Frontier Corp., […]

Sell Results

WHETHER YOU ARE BRAND new to sales or a seasoned veteran, the world of business-to-business selling can be a little intimidating. Competition is fierce, and differentiating yourself from all the other companies who sell identical (or nearly identical) products and services is more challenging than ever. Being just as good, but cheaper than the other […]

IPcelerate Launches Impact Academy

IPcelerate Inc. has launched its Impact Academy, a training program designed to teach impact selling to sales representatives at top partners. The academy focuses on enabling participants to uncover key business needs of their customers, and then utilize VoIP applications to address those needs, the company said. IPcelerate recently completed an Impact Academy with Enventis, […]

The ID is: 71165