SELLECOM 2: Selling Cloud ServicesLulu.com, 2012 M08 13 - 112 pages Selling a telecom services like broadband is different from selling cloud services, like data storage or UCaaS. This is a guide to selling cloud communications (like UCaaS) and other cloud services for agents, VAR's and direct sales with sales scenarios and open ended questions for you to utilize on sales meetings. |
Contents
What is Cloud | 7 |
Preparing for The Cloud | 12 |
Why You Have to Go Cloud | 14 |
Cloud Hype | 18 |
Trends | 20 |
The Channel the Cloud | 25 |
Transactional Sales | 29 |
NetHead | 35 |
Hosted versus Premise | 60 |
Selling Cloud Comm | 65 |
Sales Tips for Hosted PBX | 74 |
The Sales Process | 76 |
Sales Planning | 83 |
AIDA | 86 |
SWAT | 88 |
The Conversation A Primer | 90 |
Lessons in The Cloud | 38 |
Cloud Sales are Challenging | 40 |
Telcos and Cloud | 43 |
What Else Are You Going to Sell? | 45 |
Marketing Cloud | 49 |
What is a Trusted Advisor? | 53 |
How to Sell Cloud Services | 55 |
SELLECOM Hosted PBX | 96 |
SIP Trunking | 103 |
Low Price | 106 |
MPLS | 108 |
Thank you and closing thoughts | 111 |
Common terms and phrases
Agents backup bandwidth bill broadband bundle business owner buyer CAPEX carriers Cbeyond cellular Channel Chapter CLEC CLEC's CLEC’s client cloud and managed cloud provider cloud services conferencing cost data center database devices EarthLink employees Ethernet Facebook fiber Frame Relay going Google Apps Hosted PBX ILEC Internet IP-PBX LinkedIn looking managed services marketing marketplace Microsoft mobile move MPLS multi-location businesses Net-Head offer outage pain points phone system premise PBX prospect PSTN questions replacement services revenue SAAS sales cycle sales process sales professional Sales SWAT teams sales trigger salespeople salesperson selling cloud services selling Hosted PBX server service provider Seth Godin SIP Trunking smartphones social media solution SYNNEX talk target telecom TelePacific things Trusted Advisor VAR’s vertical voice voicemail VoIP webinars wireless workforce worries