The easiest way to learn to sell SIP, VoIP and other hosted business applications is to study under those sales people who are already paying their bills doing just that. To learn what we need to know I recently interviewed Jeff Savage, VP of Sales for Telesphere, an Arizona IP solutions provider that specializes in taking great care of multi-location business customers.
Jeff's a perfect sales trainer for agents because not only does he own Telesphere's agent channel, he owns their direct salespeople as well. He's got the pitch down. pay special attention to his answer to question four below at 11:00, "How are you better or different than your competitors?"
Great stuff! TA appreciates that Jeff and Telesphere are sharing some "secret sauce for selling IP.
How do your thoughts on the matter of selling hosted VoIP & SIP differ from Jeff's? don't forget to leave some comments below.
Click the player below to listen now or click here to download MP3 file recording of the interview.
(00:15) 1. What do we need to know about Jeff Savage? What chain of events led to you Telesphere and why are you there?
(2:27) 2. Our members are all pretty busy selling other solutions - but they don't want to be left behind if their customers would benefit from your solutions. Can you paint a picture of success in selling Telesphere? What sort of activity does it take to really succeed? How long is the usual sales cycle? What sort of activity do you expect from your direct reps?
(5:45) 3. So our members can visualize the sort of deals you excel at, can you please generically share a recent case study where a nice customer migrated to Telesphere? What were the pain points? Who were the competitors? What won the deal? And what did the provisioning process look like?
(11:00) 4. Like business customers, our members like to know how you're better or different from others. Our members are familiar with two other TA vendor Hosted VoIP providers, Smoothstone IP & Broadview Networks. How does Telesphere compare to these two? Same, better, different?
(14:20) 5. Finally we ask you to look into the "telecom crystal ball". We keep hearing that the mid-size, multi-location customer will be getting voice, data and applications from a single provider in the future. Do you agree with that? What other changes do we need to prepare for in the next 2 to 3 years?
(18:50) 6. Anything we forgot to talk about?
(19:30) 7. How should our members proceed if they'd like more information about becoming a Telesphere distributor?
Get more information about selling Telesphere as a telecom agent or channel partner:
Jeff Savage, VP Sales Telesphere - 480-385-7050 [email protected]
Skyler Stewart, Agent Manager Telesphere - 480-289-7577 [email protected]
Listen to Related TA Interviews:
Telesphere: Can They Beat Any CLEC, Hosted VoIP or SIP Competitor? Clark Peterson, Telesphere CEO
Agent Testimonial for Telesphere's Hosted VoIP and SIP Solutions from Justin Bentley
Give TA your feedback. Leave comments below... Approved? Promoted?
Great interview--insightful.
Posted by: Bobby | 06/11/2010 at 03:47 PM