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Selling SIP Trunking and Hosted PBX: Is Your Sales Team Ready?

Selling SIP Trunking and Hosted PBX: Is Your Sales Team Ready?. FISPA - NOLA 10/8/10. The Shift. “PHONE STUFF” -The Phone System - Local Phone Service - Long Distance Plan - Toll-Free plan - Conferencing. “DATA/INTERNET STUFF” - Internet Service

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Selling SIP Trunking and Hosted PBX: Is Your Sales Team Ready?

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  1. Selling SIP Trunking and Hosted PBX: Is Your Sales Team Ready? FISPA - NOLA 10/8/10

  2. The Shift “PHONE STUFF” -The Phone System - Local Phone Service - Long Distance Plan - Toll-Free plan - Conferencing “DATA/INTERNET STUFF” - Internet Service - Infrastructure – servers and data switches and routers - Software - PCs Convergence, Cloud Based Services SaaS, IaaS, etc….

  3. Options, Options, Options.

  4. Phase I

  5. Phase II

  6. Phase III

  7. The Confusion

  8. Meet Joe: the Business Owner “We are simple. We don’t need all those bells and whistles. But we can’t be down!” “How do I know your business is going to be around in 2 years?” “Do you do a trial period?” “Can we get a month to month?”

  9. Meet Susan: The Everything Lady “I’m worried that if this new T1 goes down that the entire office is down.” “We really aren’t interested in leasing a phone system. Mr. Brown wants to purchase one.” “We don’t have a phone guy today – will we have to find someone to help us run this system?”

  10. Your job: Make Bill the HERO! Meet Bill: The IT Guy.

  11. Meet Mike: The OUTSOURCED IT Guy. Look out for Mike….they TRUST him and he needs to be on your side! Get him signed up as a Channel Partner!

  12. Translation • Connecting the Dots. • Providing Solutions • Delivering Value. “Curiosity is life. Assumption is Death. Look around, be a sponge.” - Mike Parker, Nike CEO

  13. Suggested Best Practices • Challenge your sales team to read current events in the industry. • Weekly Sales Meetings are mandatory • Give them a system. • Inspect what you Expect

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