selling

 

SIPping the WAN Fantastic

THE LIGHTS, THE SPARKLE, the high-heeled shoes getting into a new technology is a little like your first high school dance. You arrive, filled with promise and optimism, but by the end of the night, there will be winners and losers those who dance, and those that cant. When it comes to SIP trunking, channel […]

PAETEC Wins Stevie Award

PAETEC Communications Inc. has been presented with a Stevie Award for being the Telecommunications Sales Organization of the Year. PAETEC received the award at the 2006 Selling Power Sales Excellence Awards, held Monday night in Las Vegas. More than 230 nominated sales executives attended the event. We built the organization around our sales force, so […]

XO: Selling Not in the Cards

On the same day Level 3 Communications Inc. committed to buying Broadwing Corp., XO Holdings Inc. said it will not sell its wireline division. For now. Industry experts have speculated for several months Level 3 would buy XO Communications. In August, Current Analysis Inc. analyst Brian Washburn told xchange magazine that XO Holdings Chairman and […]

Info Directions Honors Retiree, Telecom Veteran Gary Lawrence

Info Directions Inc. (Booth 217), a provider of net-centric billing, rating, order management, workflow and selling solutions for communications service providers, is honoring the recently retired Gary Lawrence, an industry veteran and Info Directions sales director, at a special celebration held at COMPTEL PLUS. Lawrence has been involved in the telecom industry for more than […]

ASC Announces Customer Deployment of Carrier Management Solution

Advanced Software Concepts Inc. (ASC, Booth 321) announced that its ASC Carrier Management Solution has been deployed successfully by a major North American telecom service provider. The carriers identity was not disclosed, but ASC and the ILEC are arranging one-onone meetings at the COMPTEL PLUS event to discuss the deployment with carriers. Interested parties should […]

ROUND TABLE

… On surviving carrier consolidation as a channel partner according to panelists on the Executive Roundtable at the Fall 2006 Channel Partners Conference & Expo (see related story). When you do have these megamergers, it does leave holes from an agent perspective. Last year, we were selling AT&T, SBC, MCI and Verizon often in all […]

Adding Value: 5 Ways to Win Enterprise Accounts through Solution Selling

by Susan Davidson, VP of Sales & Business Development CLOSING A LARGE ENTERPRISE ACCOUNT REQUIRES MORE THAN JUST OFFERING THE LOWEST PRICE. An understanding of the prospective customer’s needs and the ability to add meaningful value to their business can differentiate you from the others trying to make the same sale. For nearly a decade, […]

Startec: Immigration Provides Opportunity for Agents

As immigrant populations grow in the United States and Canada, the market for selling residential long-distance also is booming. So contends Startec Global Communications, the 17-year old facilities-based carrier headquartered in Rockville, Md. The company has had an agent program in place since 2000 but recently revised its Web site, giving customers online billing and […]

LecStar Signs Customer Service Management Agreement With Lightyear

LecStar Telecom Inc., a wholly owned subsidiary of Fonix Corp. offering a full array of fixed-wireline voice, data, Internet and operator services to business and residential customers in the Southeast, has entered into a management agreement with Lightyear Network Solutions LLC to decrease LecStar operating and related costs. Under the terms of the agreement, Lightyear […]

ASC Announces Carrier Relationship Management Solution

Advanced Software Concepts (ASC, Booth 1517), a tailored telecommunications contract lifecycle management (CLM) solutions provider, announced today at the COMPTEL show its new Carrier Relationship Management solution. With ASCs CLM engine, ASC Contracts, at its core, this solution automates the buying, selling, pricing, quoting, ordering and auditing activities between carriers. ASC appreciates that the single […]

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