VoIP Sales: Three Why's

The Three Why’s

Without good preparation, answering a prospect’s question, “Why should I buy from you?” can twist a sales meeting into despair. So how do you answer that question? You want to show the prospect three whys: Why you, Why your company, Why your solution. Why you? Give them the history that led you to sell these […]

VoIP Sales Teams: Stop Selling on Price

Don’t take this the wrong way. I’m not reprimanding you or telling you to live in fantasy-land. However, I am hearing more and more that VoIP Sales professionals are getting hammered on price by the big companies like Vonage, 8×8 and RingCentral. When I talk to a new Pitch prospect, a company like yours, I […]

End-of-year Ideas to Boost VoIP/UCaaS Sales

(Read the last paragraph first, then come back here…we’ll wait…it’s important) Okay, good, let’s go… If you took a peek at your latest PnL, you might be freaking out over your numbers and looking for a way to boost your VoIP/UC sales in order to finish both the quarter and the year strong(er). Now, I’ve […]

The VoIP Sales After Action Review: Aim, Fire, Adjust

I learned a pretty cool concept in the Army that I’ve carried into my VoIP Sales life: the After Action Review (AAR — it’s the military, of course it became an acronym). After every training (or real life) mission, the leaders would gather and learn the lessons presented by asking three key questions: What was […]

Who’s your number one competitor?

Here’s a trick question I ask my new VoIP Sales clients: Who is the number one competitor your sales team faces out in the field? The answer, of course, is “Status Quo,” whatever phone system is currently sitting in the telco closet. That can be the hardest competitor to replace with your solution, to ‘pluck […]

Never Break the VoIP Sales Chain

One of the common themes my clients hear from me is, “Never break the chain!” As we walk our prospects through the buyer’s cycle, from initial prospecting touch all the way through signing of the agreement, the foundation underneath the whole process, the one thing that keeps it all going is the chain. This ‘chain’ […]

How to interview and hire a VoIP/UCaaS Sales Rep

Over the years, I’ve been involved in hiring new VoIP sales reps to help drive new VoIP/UCaaS sales. I find the process very entertaining — it’s great for my stand-up comedy. One woman had a little spider crawling around the bangs in her hair, doing little trapeze acrobatics right in front of her face. She […]

The Total Solar Eclipse of 2017 and your VoIP Sales

Okay, so the Solar Eclipse isn’t really all that related to selling VoIP/UCaaS. Just like every smart marketer, I’m jumping on this eclipse bandwagon for the easy ride. ┬áBut, there are a few aspects of selling VOIP services that this eclipse reminds me of. Timing is Everything There are two parts to timing in VoIP […]

The Rule of 78 in VoIP Sales

One of the keys to understanding recurring revenues in VoIP Sales is the Rule of 78. This is a simple concept, so let’s not complicate it. It goes like this: You make a new sale in January of $1000. That will recur for all 12 months in the year, bringing you $12,000 in revenue. In […]