Why Upselling Matters

One of the most difficult tasks for a master agent is to talk a subagent into selling something new. True, some telecom products are on the cutting edge, but not all agents are paying attention. Beyond first-tier products like POTS or standard Internet services there are ample sales opportunities. It just takes a little exploration […]

Even When Economys Tough, Upselling Customers Isnt

Getting customers to buy additional services in this day and age may seem like a tough sell, but Endeavor Telecom CEO Justin McLain says it may not be a difficult as you might think. McLain is among the speakers on the Monday’s panel “Access Sales Add-Ons.” Channel partners selling traditional or IP-based access services should […]

Session Addresses Tactics for Mining Current Customer Bases

By leveraging current customer relationships, agents can profit from selling new technologies to their existing customers despite the challenges of a slowing economy. Moderated by Ken Mercer, senior vice president with master agency Telecom Brokerage Inc., this panel, “Base Jumping: Upselling with New Technologies,” will explore ways agents can mine their installed base for new […]

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