telecom sales

 

Tech Might Does Not Make Right

        Josh Anderson, founder and CEO, Telephony Partners In my last post, What Have You Done for Me Lately?, I discussed the impact of commoditization on the value proposition of our industry and how that commoditization, when paired with out-of-whack incentives that discourage long-term considerations, negatively impacts the ethical foundation of our […]

Gartners Tiffani Bova: Opportunities Lie in Transformational Technologies

Tiffani Bova has the unenviable task of balancing inspiration and pragmatism in her industry address, kicking off the Channel Partners Conference & Expo Sunday. “Flat is almost the new up,” she pronounced half-jokingly, referring to the forecast for IT/telecom spend for 2009. Bova’s official title is vice president of research at Gartner Inc., but a […]

It’s Not New Math

      By Ben Henkels, Principal, Communication Management Partners It appears that in this “new” economy, we need to help some of our customers with economic fundamentals to get past their hesitations to sign anything; even if it is good for them. In this environment, we find business managers and owners who are so […]

100% of Nothing is Nothing

By Bill Leutzinger, President, TelecomMedic As I look through my Channel Partners Expo guide to the 2009 Vegas show, I realize that price, ethics and long-term viability of residual commissions seem to be the hottest issues on everyone’s mind. So, I thought I would give you my initial thoughts on the topics to get everyone […]

Best Deal or Best Price?

      By Bill Taylor, President, Corporate Ladders Is it tougher or easier to negotiate in today’s business environment? Well that depends on what you’re negotiating. For example, these days it’s easier to negotiate a better deal for a new home or auto. But what about telecom gear and services? Are your clients and […]

Downturn-Proof Data Center Sales Strategies

      By Moz Aslam, COLOTRAQ The relationship between purchasing managers and CFOs mimics the cyclical nature of our economy. During boom times, there is great team chemistry — similar to a cohesive 11-man offensive unit in the NFL, where everyone is striving towards the goal. Here, the goal is increasing shareholder value. And […]

What Have You Done for Me Lately?

      Josh Anderson, Founder and CEO, Telephony Partners My initiation into the ethics in the telecommunications industry was not unlike a fraternity hazing. I began as a subagent of a master who ultimately decided that my commissions were better suited to his bank account than mine. I then moved to another master and […]

When Will the Nightmare of Inaccurate Commissions End?

      By Troy McCracken, Founder and CEO, Spectrum Inc. We all know that one of the biggest frustrations agents experience is managing incorrect commissions. Since I began in the industry almost 20 years ago, one of the biggest challenges was and still is getting an accurate invoice and commission statement from the carrier. […]

Agents Are Fed Up

      By Peter Radizeski, President of RAD-INFO Last week, I received an e-mail from a client that his customer’s 3xT1 was up for renewal. They wanted to down grade to a 2xT1. The current ILEC’s quote was unacceptable, but seemed reasonable to me. Many folks are downgrading circuits in today’s economy. I don’t […]

VoSKY Doubles Global Channel in 2008

VoSKY, a wholly owned subsidiary of Actiontec Electronics, announced this week that in 2008 it added six new distributors and 358 new resellers to sell its VoSKY Exchange PBX-to-Skype application gateways worldwide. With the additions, VoSKY now has 16 distributors and 610 sales partners. VoSKY’s Exchange Pro line of analog, digital and SIP PBX-to-Skype gateways […]

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