In the telecommunications marketplace today things have become so commoditized and competition has become so intense that winning sales, and then actually bringing them through to revenue recognition is a daunting task. So much so that I had began to ask myself if it's something that I'm doing or is the market really that tough?
In speaking with a friend in the business last night, he made the unsolicited comment that he had recently brought several sales to the point of closing and they simply failed to materialize for various reasons. This is someone who is very capable and successful, and at the moment he made that comment, I realized that everyone faces the same obstacles to generating revenue, and at times must be asking themselves the same questions.
While the validating comment didn't make any deposits in my bank account, it did lend a lot of perspective to my own personal challenges. Then it was back to work to push a little harder.
What do you think?
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About Me
- Tim Johnson
- I'm a technology professional and serial entrepeneur. I love the outdoors, and love being along the Gulf Coast of Florida. I am very happily married and very devoted to family and friends.
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1 comment:
It requires a much greater effort to close a deal than ever before. There are numerous factors that make this so, the top ones being multiple competitors selling the same product, Next Gen IP PBX's and the biggest factor, a better informed client. This makes it much harder to keep price from becoming the primary factor. Asking good questions is very beneficial so long as you really listen. However, technology has provided another way to make price a secondary or tertiary factor.
According to the top three Telecom research firms the number one or number two telecom expense for businesses is ... cellular. By asking a few questions about their cellular activity you will have set yourself apart from the competition but you will be scratching a very big itch.
We manufacture a line of cellular gateways that can reduce a clients cell bill by 20% or more without changing carriers. A client using 100,000 paid minutes per month can save $2,100 per month with an ROI of under a year. We are seeing an upswing in requests for this technology due in large part to the current economic landscape which has fueled a more immediate need for businesses to seek ways to reduce costs while maintaining a sharp focus on the importance of customer satisfaction. The market for cellular gateways continues to grow, providing organizations with a significant advantage to reduce capital spending, enhance disaster recovery plans and deliver a more sophisticated personalized customer experience.
The ubiquitous nature of the cell phone makes this all possible and the integration of the PBX and cell phone make this a viable technology for the foreseeable future.
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