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Testimonial

“Peter possesses a keen sense and insight for turning telecom services and products into customers and dollars. He is passionate about this industry, his work and the people he serves. Visit his site, read his blog and sign up for his newsletter at marketingideaguy.com and you will discover what makes Peter a sought after marketing consultant.”

Cynthia de Lorenzi, CEO, Patriot Computer Group

Bundling for Stickiness
On Rad's Radar
Friday, 10 September 2010 06:50

Last year at Broadsoft Connections I did a panel on Bundling. Not many VoIP Providers bundle. Sure they offer Internet Access but that's mainly for QOS. What do they offer that makes them STAND OUT? Stop being Me-too.

The whole premise of Cloud Communications is Productivity. Aren't there a bunch of ways to bundle together services to make a small or medium business more productive, efficient, and customer friendly? I think so. (See the slideshow below)

At ITEXPO West 2010, I am moderating a panel, The Importance of Bundling: Creating Stickiness at 10/6/10 at 9:30 AM with Broadvox and Cbeyond. We are going to discuss ways that bundles add stickiness. It will also demonstrate differentiation. Join us for that discussion.

Read more... [Bundling for Stickiness]
 
The Channel Loses a Champion
On Rad's Radar
Thursday, 09 September 2010 08:22

Just learned that Craig Schlagbaum is leaving Level3. Craig has been a champion of the Indirect Channel since he arrived at Level3 in 2004. As a Vendor member of the Technology Channel Association, Craig has been a thought leader helping us to shape our initiatives at the TCA.

Craig helped steer partners from Progress Telecom, Looking Glass Networks, WilTel, Broadwing, Telcove and ICG through the Level3 acquisition nightmare. For that, I will always have a high respect for him.  I wish him luck in his next adventure.

 

Read more... [The Channel Loses a Champion]
 
More Trade Show Tips
On Rad's Radar
Wednesday, 08 September 2010 09:29

Here are some more links to some helpful tips for your trade show schedule.

First up, HOW TO: 10 Tips on Presenting at Conferences. Let me summarize: PowerPoint is NOT to be read to the audience and remember the 10-20-30 Rule by Guy Kawasaki (video)!

There's a rather long slide show on slideshare called Steal This Presentation. At least scan through it. There are good points.

Many vendors tell me that they want more people in their sessions. No kidding? Well, how about being Interesting? Really. It isn't about you and your company and it's products. Unless you are the new Google or Facebook - some paradigm shifting service - you have to talk about the benefits. Actually, you have to talk about the Pain that you solve. Let me repeat that: You have to talk about the Pain that you Solve for your Customers. Pain-Solve-Customers. Got it?

Men are visual. That doesn't mean use words. Use pictures on your slides.

Anyone has ever been on a panel with me knows that I abhor slides. I want to have a dialogue. A conversation. I want Q&A. I want to engage the audience. In many cases, as moderator, I will scrap the whole presentation and just go around the room to ask the attendees what they want to know/hear. (This scares some panelists).

Again, you want more attendees? Market it. Email your list ahead of time. Ask them what they would want to know if they were in that session. Blog about it. Put the slides up on slideshare. This is called marketing. It's how you get people to attend. At the ITEXPO, there are numerous sessions every hour, each day. Stand out by telling your audience about your session.

I help organize BarCamp Tampa Bay each year. This year we are giving a class on how to be a better presenter a week before the event. If you think this would help you (or someone you know), ping me. I'm sure I can work something out.

So while you are at the trade show, Protect Your Laptop. "12,000 disappear from US airports weekly."

Read more... [More Trade Show Tips]
 
Trade Show Follow Up
On Rad's Radar
Wednesday, 08 September 2010 08:08

As we enter the fall telecom trade show season, here's a link to an excellent article about How to Turn Trade Show Leads Into Clients. Number # 1 is to actually Follow Up Creatively!!

For many salespeople, following up is more like, "So do you want to buy now?" When it should involve demonstrating value. How? Ask interesting questions. Send cards, e-vites, news clippings, joke-a-day-vm, etc. Stop being boring -- but better boring than not following up at all.

See you at ITEXPO -- ask me for more tips in LA!

Read more... [Trade Show Follow Up]
 
Net-Head Talking Coming Up
On Rad's Radar
Tuesday, 07 September 2010 11:13

At ChannelVision Expo, I will be presenting Bell-Head versus Net-Head. I have been discussing that here and in Internet Telephony magazine since January 2009. I will be touching on that in a session titled Upselling SIP Trunking at CVX, where we talk about SIP Trunking just being a stepping stone to the water fall of IP Communications. (You know that buzz word: UC?)

So this is draft one of the talk slides:


There is certainly still money to be made selling POTS, DSL, T1, and cellular services - commodities all of them - but to make money in the future will need to understand and embrace IP - Metro Ethernet, Waves, Hosted PBX, SAAS, UC, and everything CLOUD. At least, in my opinion.

The Upselling SIP Trunking session is with the following: David Byrd VP, Sales & Marketing at Broadvox; Scott Wharton, CEO of Vidtel; Steve Vickers, President of Newport Audio and Video (an actual agent!); and Joseph Gillette, President & CEO at Stage 2 (a hosted VoIP company).

Read more... [Net-Head Talking Coming Up]
 
The Era of Freelancers
On Rad's Radar
Tuesday, 07 September 2010 10:48

Locally, I help organize BarCamp Tampa Bay, the UN-Conference for creatives, geeks, and techies. We gather for 2 days to share, engage, learn and network. We have had over 60 sessions both years. There will be more this year.

This year I am working on a presentation I did earlier this year titled the Era of the Freelancer. Here is the first draft of the preso.


As more people read Seth Godin's Linchpin and Chris Guillebeau's The Art of Non-Conformity, the more people will get fed up with Corporate American and go work for themselves.

As more people are under-employed and unemployed for long periods, some we see no choice but to become a freelancer. Seth Godin writes that we all have Genius in us. We all have the ability to create Art. We just have to find it and work on it.

The flip-side of the coin is that freelancers, as described in Michael Gerber's E-Myth, only gets to do the stuff they like about half the time. The rest of the time, the freelancer has to sell, market, collect, administrate, and account for stuff. That's right, working for yourself means that you become all those departments yourself.

Luckily, there are freelancers you can hire to do some (if not most) of the duties, tasks and responsibilities that you don't want to do, don't like to do, or plain can't do (like payroll or bookkeeping). But now you have to be a Manager too.

This is going to create an entirely new strata in the workplace than we have now. Because some people are going to be really good at this, but most won't. So what happens? Median income will dip - so too will consumer spending.

BTW, this will mean more job creation from small and medium businesses -- zero, nada, none from enterprises. So where should the stimulus money go? The SBA!

A good example of a freelancer is telecom agent. Many are solopreneurs who used to work in the industry as a W-2. It's where many start. Some grow the business and hire employees. Some don't.

For Agents, it is about how much Product Knowledge you have and the proficiency of your sales skills.

Any comments on the Era of Freelancers is welcome.

On another note, ubiquious broadband, coffee shops and services like Skype and Wordpress have certainly made it easier to be Freelancer. You can work from any where!

Read more... [The Era of Freelancers]
 
We're Sorry
On Rad's Radar
Tuesday, 07 September 2010 07:26

att-is-sorry.jpg
 Over an hour to order 14 winback lines from Ma Bell through their Sales Expert system. I have seen this guy telling me sorry for the error more than I have seen the corporate logo this morning.

 

Drink your Kool-aid and use your systems once in a while to find out how bad they are!!!!

Read more... [We're Sorry]
 
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