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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

Can You Sell Via Social Media?
Marketing Idea Guy
Friday, 27 August 2010 09:49
I just read this blog post, Can you sell your product using social media networks? He states, “The Social Media area of the New Media is a listening platform, NOT a selling platform.” I believe that, but so many use it as a broadcast media. A PR machine. That doesn’t work for attention or selling. Social media [...]

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Managing Time
NSP Strategist
Friday, 27 August 2010 08:45
We all have too much to do and not enough day to do it. For many, it's because we work on URGENT (fires) instead of PRIORITIES. We don't calendar well, either.Here are a couple of articles with tips for managing your time. Try just 1.Top 7 Timesaving Tips For EntrepreneursYour to-do list is at the center of personal workflow

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Customer Service is Marketing
NSP Strategist
Friday, 27 August 2010 05:47
This is an excerpt of slides from my sales training for customer service reps. In the training, I go over the following concepts for either technicians or customer service reps: Marketing is Every Time You Touch a Customer or ProspectHow to Soft SellWhat is UpsellingWhat is a Customer. Customer Service is MarketingView more presentations from RAD-INFO, Inc. Webinar on Customer Service is

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How Long Can It Take?
On Rad's Radar
Thursday, 26 August 2010 08:30

If training on contracting and ordering ABN services takes more than 90 minutes (it's just over 90 minutes and still going now), how long will it take an Agent to actually get pricing, contract, and order the circuit? Is the factor 2x training?

Read more... [How Long Can It Take?]
 
My Negative Outlook
On Rad's Radar
Thursday, 26 August 2010 05:08

It has been pointed out that I tend to have a negative outlook. I don't know how fair that statement is but I'll give you my view of the world.

I'm an American. This is the greatest country in the world. The potential here is limitless. And we have a bunch of Creatives and really bright minds. Unfortunately, we also live in a society that favors short-term versus long-term thinking.

I was a Chemist for over 6 years (Glaxo, Bayer, Oil of Olay and BIC). In Pharma, you see huge potential and unfortunately huge disappointment. No, I don't mean when a clinical trial fails and the company loses tens of millions. I mean, the way the FDA works WITH the Industry.  The other huge let down is the way Pharma isn't about Cures but about maintenance of illness. There's less money in cures.

So on the one hand, we have this great country filled with boundless potential. WOOT!

Then we have government and the totally screwed up political system undermined by special interests and lobbyists for those special interests. What was once a Of the People, By the People, For the People has become of, by and for the select few who buy it. They aren't called F-Agencies for nothing.

What's the theme here? I see boundless potential constantly going to waste. I have high expectations that repeatedly go unmet.

Now let's take telecom. Boundless buckets of cash. R&D gets replaced by lobbyists and lawyers who fight for laws and rule changes instead of just living up to the countless promises made to every state PSC in the nation since 1999. In other words, build the broadband networks that ratepayers financed with rate increases granted to ILEC's for the express purpose of broadband build-out.

Think about this: over $7B per year goes into the Universal Service Fund (USF) and is funnelled back to ILEC's and others willy-nilly to pay for landline voice service; Internet Access in libraries and schools; and rural healthcare. RUS hands out grants and loans annually to the tune of $3B. In just 5 years, that's $50B in hand outs. Shouldn't we already have broadband across the land, un-metered and at least 6MB x 1MB by now?

Innovation. We have a dirth of PhD candidates. Who wants to go to graduate school adding tens of thousands of dollars in loans to the tens of thousands in loans already collected for a Bachelor's degree that can't get you the dream job?

Bell Labs has a history of innovation. It used to employ tens of thousands. Last I head, it has less than 1000 PhD's. As Slashdot states, "The great labs of this era--Bell Labs, Xerox PARC, and IBM's labs--were places with massive budgets, where the world's top scientists were invited to pursue "blue sky" research into areas with no immediately apparent commercial applications. The facilities were state-of-the-art, and there was no pressure from management or shareholders to do anything but science for science's sake."

And today we are a precipous. We need ubiquious, reliable broadband to an unencumbered, open Internet. Why? Because we are competing daily for jobs (hence, money) with a global workforce willing to work on a laptop with wi-fi anywhere in the world. And most folks don't get that.

You think just the Fortune 5000 outsource jobs and dollars? Everyone who uses eLance, Guru, Rent-a-coder, et al is likely hiring someone outside the US. Oh, that 4-hour work week guy? He also sends dollars he earns in the US to India. He encourages it. So for our unemployed to make a living someday, they will need new skills, a competitive edge, broadband, and a computer.

We are slowly becoming a service economy of freelancers. We need to wrap our heads around what that is going to mean.

So my outlook may seem pessimistic, negative, cynical, etc. What it really is is disappointment, frustration, and realism. I'm disappointed that I saw the housing bubble but 99% of the people didn't. I'm not the brightest guy in the world. I know way too many people who are far more gifted than me. But I also have high expectations for myself, society, and my country. Expectations that go unmet daily because of stupidity, short sightedness, greed and laziness. In 2000, I said that if we didn't fix certain things - healthcare, Medicare, Social Security to name a few - we would be screwed. Welcome to my brain. I see this stuff coming. I can't fix it alone. I watch it happen. That's frustration.

I do try to balance that seemingly negative outlook with ideas on how to fix it. On what is missing. On what direction may be a way to go. I hope that helps to balance things out. And that's an hour inside my head. (Nice to get that on paper)> Thanks!

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Negativity, Value, Future
NSP Strategist
Thursday, 26 August 2010 04:45
This morning on TMC, I was explaining my Negative Outlook. That it isn't just that I'm negative about things. It's more like built up frustration by the number of opportunities that are missed and the amount of potential that goes unfulfilled by my clients and prospects.The harping about DSL reselling. It is simply that the road is ending. Listening to ISP owners beg for a $1 rebate from AT&T is

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What's the SCORE?
On Rad's Radar
Wednesday, 25 August 2010 12:15

I sat down with a SCORE counselor today. SCORE is a national organization of business executives that volunteer to help other business people.  We discussed my consulting business for about 90 minutes. He shared some insights with me that I couldn't see from inside it. 

He asked me 2 pointed questions though:

  1. What value am I adding (and to whom)?
  2. Am I really spending my time talking to my potential customers?

Good questions!

What is a potential customer? One that needs my services and can pay for my services.

In agent speak: if he asks for more than 4 proposals and doesn't ever pull the trigger, is he really a prospect or just busy work?


 

Read more... [What's the SCORE?]
 
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