Selling into Lit Buildings
ISPs light up multi-tenant office buildings (MTU) with fiber or wireless usually for a single tenant. The next customer in that same building is gravy. The one after that is […]
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Acronyms and Other Thoughts
We use awful acronyms to describe products. IoT, UCaaS, CCaaS, SASE, SD-WAN. A few of those are Gartner’s fault. But we don’t effectively brand products. That ends up being the
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It is Fundamental
Sales is like sports: it is based on time management and fundamentals. Time management is vital to a salesperson’s success. You either manage your day or your day manages you
UCaaS Sales Snapshot for 1Q2023
UCaaS sales are slowing, especially to bigger businesses. The national average of 13 seats seems to be holding. The free phone promotions are back. The SPIFFs are getting bigger. The
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Predictions for 2023
[I love GapingVoid!] The last 3 years (2019-2022) have involved a lot of turmoil: pandemic, M&A, economic headwinds, and global turmoil (Iran, Ukraine, China, Russia, UK and more). The Channel
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Tech Marketing: Does it Exist?
I write a lot about marketing. Usually the article comes from a project with a consulting client; or reading Seth Godin; or taking a class; or great conversations. Lately I
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