Another Price War
This industry just doesn’t understand how to sell or market. No Value Proposition. No Laddering. No Positioning. Not even clear internal communications of how your product is better than the […]
Stop Saying Partner
[July 2019] When I look at the channel shows, it is MSP morning, noon and night. At CPEv in DC there will be a whopping 3 sessions aimed at agents.
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4 SD-WAN Sales Triggers
In a round table partner discussion last week at Microcorp’s One on One in Atlanta, newbies to SD-WAN were learning from the partners who have been selling SD-WAN for more
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Ten Words
Seth Godin wrote a blog this week called Ten Words per Page. This applies to ads and memos and emails, but it also applies to your presentation (your slide deck).
Why Transactional Sales Folks Won’t Be Consultative
There are 3 types of salespeople in general: transactional, whale hunters and someone in-between. Transactional salespeople won’t make good whale hunters and vice versa. It has to do with motivation.
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The Industry is Unstable
A certain VP at a currently bankrupt provider asked me if the industry isn’t better with a strong CLEC. I said of course the industry is better with a strong
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