The Channel Opportunity 2025
When they have the TSD talking heads on keynotes, it would be nice to have a deep dive into their cliche responses. “”I think what we’re seeing is … there …
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What Will 2025 Bring?
Doing some planning for 2025 and thinking about what is likely to happen next year. Let’s talk Cloud Comms first. There is a disconnect between “Enterprise” and 99% of the …
Full Circle
Starting in 2003, VoIP companies started offering the precursor to UCaaS – Hosted PBX. The providers were offering retail, wholesale, white-label, even switch partitions – literally anything for revenue on …
The Race for Sales
As companies add UC+CC or UC to CCaaS or other bundles, the success of sales will be limited and take a lot of time to come. Why? Because most salespeople …
Do You Have the Right Sales Rep?
During channel manager training, there is emphasis on alignment. When hiring sales reps, managers need to ensure alignment as well. There are different types of sales reps: transactional, whale hunters, …
Why Buddy Can’t Sell
I have been thinking about this since I bought the book, Why Johnny Can’t Sell. After spending the last 5 years doing a lot of sales training, sales coaching and …