If you have customers that have not yet migrated to VoIP and are thinking about making the switch, this would be a great time to do it. According to the FCC, VoIP telephone subscriptions in the U.S. have been growing at a compound annual growth rate of 10% since 2013, and retail switch access has been declining by 11% annually during the same period. At that rate, VoIP subscribers now outnumber switched access customers, and ISDN connections are quickly sliding into obsolescence. SIP trunking is becoming the standard for PSTN connectivity.
To ensure a smooth transition, start by helping your customers answer these four basic questions to set them up for success.
Five Essential Sales Metrics
By Mike Schmidtmann, Trans4mers
Many telephone dealers and ITSPs aren’t growing because they are breaking fundamental rules of sales. They don’t even realize it! How can you break the rules when you don’t know the rules?
Here’s a metaphor to illustrate this problem and the solution. Imagine playing golf without a scorecard. Now imagine playing without knowing what “par” is for each hole. Wouldn’t that be a bit odd? Disorienting?
Your score in golf is always compared with par. If you shoot a “4” on a hole, you don’t know how good that is until you know what the par is. It could be fair, good, or great depending on whether it’s a par 3, 4, or 5. Of course, if you post a “Snowman," (an 8), that’s bad no matter what the hole is!
Many resellers play a version of this game with sales. How do we know if we are shooting bogies, pars, or birdies? Below, you will find five invaluable metrics that should be on every sales scorecard.