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Play to Win in VoIP

In the highly competitive VoIP marketplace, developing the right channel partner relationships and strategies is the key to success. In todays general session, Succeed, Dont Just Survive: Playing To Win in VoIP, Bill Taylor, president of consulting firm Corporate Ladders, promises to provide new ideas to reshape toolkits for success in this very lucrative arena. […]

Making Money in Wireless

The communications world is beginning to revolve around the wireless handset. That migration represents a significant opportunity for channel partners provided they are willing to make some adaptations to their business model. Fortunately, for business-to-business dealers, the investment to get into wireless is relatively low. They already have feet on the street and they dont […]

In the Name of Science

Ive just started a new book about philosophy. Before you are tempted to be impressed, let me disclose that its technically from the young adult section, so its not exactly heavy reading. The author kindly breaks down all of the great thinkers and their thoughts to be understood by a pre-teen girl named Sophie, who […]

Hosted PBX: Not Just for Carriers

Hosted PBX: Not Just for Carriers We all understand that the IP PBX is the current generation of voice communications systems, and that it enables convergence of voice and data over a single network. As a service platform, hosted IP PBX is implemented in a service providers data center, but unlike its predecessor, Centrex service, […]

Why Agents Should Insist on Evergreen Clauses

EVERGREEN? WHILE I UNDERSTAND this classification to be for plants and shrubs that bear foliage throughout the year, I had no idea what evergreen meant in the context of telecom when I entered the industry four years ago. I soon learned that in business circles, evergreen typically means a contract that renews from year to […]

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 […]

Buyers Advocacy: Dare to be Different

Have you ever lost a deal you knew was in the bag? Have you ever had a client say, Yes, yes, yes until it came time to sign, and then you lost the deal? Are you tired of hearing call me next week or call me next month? Finally, are you frustrated with clients who […]

Ask The Expert – Gain Interest From Colos

Dear Expert Eye, I recently established an LLC to represent a colocation facilites group. I have contacted many CIOs in the Midwest market and have found it difficult to gain their interest even though they have or need colocation. Should I be contacting a different title/position? Also, in an effort to establish sales agents for […]

From Agent to Advocate: Redefine the Sales Role in a Changing Industry

The role of the telecom agent is evolving from a purely sales-driven position to that of a consultant. This is especially true as reps break away from companies offering UNE-P and all eyes turn to VoIP, which faces regulatory hurdles of its own. It also is the case now that consumers have easy access to […]

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