In the sales process for UCaaS, if the sale gets hung up on the hardware, it is your fault!
It is due to a poor job in discovery.
The difference between selling dial-tone and selling Unified Communications is uncovering the WHY. What pain are they solving with your UC platform?
What pain does UCaaS Solve? I asked that HERE in 2016. The painful lesson is that most salespeople suck at selling cloud. Telecom is all about replacement order taking. In other words, “Oh, you have a T1, here’s a 10MB cable modem or some DIA. You have POTS, here’s some VoIP. It’s cheaper!” That is what passes for sales in telecom.
In selling cloud, you have to uncover what they are trying to do.
Salesforce is a far cry from ACT! Google G Suite is very different from MS Office 2003. Uber disrupted the taxi industry. That is the Cloud Effect!
So if the business isn’t being disrupted by buying your UC suite, then you are simply selling them dial-tone. You might as well sell them CPaaS! Because that is what they bought.
Sales triggers for UCaaS go beyond the PBX is broken. It has to talk about business process pain – where can we improve the business process. Maybe take away some swivel chair with SaaS Integration. That is selling productivity and efficiency – maybe even BPI.
Do they need analytics? Do they need some transparency into calls or employee activity?
Do they need a unified inbox? Then we are looking at cloud contact center.
If you are still talking about which phone they want, you missed the whole point.