Outcome-based Selling for Telecom Agents

The new buzzword in sales is outcome-based selling; delivering an solution and outcome, not a product, not a brand. Outcome-based selling is “designed to identify and incorporate a client’s needs and dreams into a solution that benefits the buyer and seller” (Solution Revolution, Bruce Christian. Channel Vision Magazine, July-Aug, 2011). Businesses don’t want to spend money unless there is a desired outcome they are after.

In solution-based sales, the Telecom agent  is looking for the client’s motivation; something isn’t working, something needs to change, they need to meet various goals, etc. The Telecom agent is providing a means to the buyer’s end. This really puts an agent in the role of understanding their client 100%. This includes superior communication, asking appropriate questions and answering specific questions the buyer has, understanding the end goal, and measuring results.

In addition, NWMAP offers free quotes, suggestions, and bill reviews so this gives our agents a leg up in giving a client some proof that we have solutions, we can provide a desired outcome. NWMAP will do whatever we can for our clients, especially in the tough economic times when businesses are looking for results and a company they can trust.

Telecom Carriers Make News

Every month NWMAP likes to recognize and spread the word about some of our 40 Telecom carriers who make the news. We also like to keep everyone updated on new products by our carriers and any new announcements that may be of value to our clientele and/or Telecom Agents.

The first tidbit of news is the partnering of Wecom Inc. with Integra Telecom to deliver carrier class service to rural businesses in the SW U.S, including Arizona, an area NWMAP serves and continues to expand services. Integra Telecom has been making significant news all of 2011 regarding their continued expansion of services. We look forward to more in 2012.

Also an announcement from Integra is bringing on a new Communications executive to take charge of it’s growing portfolio. Joe Harding has been appointed Senior vice president of product management and development.

Read more: Integra Telecom brings aboard Level 3 vet Joe Harding – FierceTelecom http://www.fiercetelecom.com/story/integra-telecom-brings-aboard-level-3-vet-joe-harding/2011-10-24#ixzz1cKFVSuFu
 

Paetec deployed Visual Messaging App for Smartphones. Some features include voicemail transcription into text for phone users. Basically it gives them enterprise level service right on their phone. Receiving messages on your phone is as easy as receiving instant emails for voice messaging.

Telecom Agents and Cloud Technology

Businesses are interested in the cloud and spending has increased in this market so is it possible to make some significant income selling cloud services? Yes and no. The good news is cloud technology isn’t going anywhere. It’s a fairly new discovery and interest for many businesses. Most businesses don’t know if they need it, they just need some solutions and cloud may be one of those. 

Telecom providers are working to make cloud services a valuable service for their agents and sales staff to sell. Market analysts predict the business cloud computing market will generate up to $150 billion in annual revenue by 2015. It will definitely be growing the next 5 years. Currently many businesses do not have a strategic plan that includes the cloud, but the agent’s job is to know whether it would be something that benefits them. Meaning, the cloud isn’t something to sell straight up, but rather a side note, a solution perhaps. Not every business will be on board with it so the idea is to present it as a solution or additional benefit if that’s the case. This all starts with asking the appropriate questions to businesses such as ‘What are you happy or unhappy with?’

It’s obvious “the cloud” will be presenting itself well into the future and the opportunities for Telecom agents are huge. The challenge for carriers is mastering the cloud technology and how it fits best within a business without too much interruption and added costs. Another challenge is generating consistent revenue based on selling the cloud. The kinks will be worked out in the near future because cloud services aren’t going anywhere.

Reality: We’re not selling clouds here so the reality is it takes nearly a year before selling cloud services can really become profitable in Telecom sales revenue. Recurring revenue for agents is not as easy right now, but this technology will only expand in the future making it possible for the money to be there eventually. When discussing the cloud to clients, keep the focus on business benefits rather than solely the technology.

How to become a Telecom Agent: https://nwmap.com/contact-us/become-an-agent

Make the Most of Cloud Technology for Your Business

Not too long ago, NWMAP introduced Cloud Firewall Services (CFS) from Integra Telecom https://nwmap.com/new-from-integra-cloud-firewall-services-cfs . More businesses are becoming interested and utilizing cloud technology. One of the caveats to this is even the IT departments can’t keep up with changing demands of new new products and services so it’s important to take stock of what you have and what you need before embarking on new technological territory. 

Of course the agents at NWMAP can give you free quotes and assess your needs for free. A telecom broker is always a good service to use for something so important as your business’ efficiency and bottom line. They can help a business make a smooth transition to using cloud services. Here are some tips about utilizing cloud technology:

  • Assess the demands cloud technology will place on your current network. For bandwidth concerns it may be wise to contact a Telecom Agent or your provider.
  • Realize that cloud is only as secure and reliable as its connection.
  • For your network’s ability to handle cloud services, you must know your network’s scalability, reliability, redundancy and quality of service (Qos).
  • Consider ethernet or MPLS- it can lower costs.
  • What is your plan with using Cloud based services? Applications?
  • Make an existing overview of how many employees, how much use/transactions, determine busy points of usage. Calculate bytes usage based on this info and determine bandwidth usage.
  • There will be a lot of estimating and guesswork, but a Telecom agent can significantly reduce chances for errors.

To contact a Telecom Broker, click here: https://nwmap.com/contact-us

 

NWMAP Agents Contest- Trip to Vegas!!

Yet another reminder for NWMAP agents to sell $500 in products/services. Every $500 sold in 2011, you are entered to win a trip to Las Vegas. Winner will be announced end of this year and the trip is scheduled for the last week of March 2012 which should be perfect weather.

Set some goals, push a little harder and do what it takes to get as many entries as possible (every $500 sold enters you to win)- increase your chances and win that trip to Vegas. These types of incentives are not only fun but get you back into the mindset of goal setting and viewing every dollar sold as extra money for you. This contest shows you that if you sell this year, you can earn and win a prize for next year. Not a bad deal at all- think about it.

For more contest details: lennie@nwmap.com