Track: Reseller Day (RES)
Making Money in IP Communications
|Monday - 02/02/09, 12:00-12:45pm|
The communications market is filled with opportunity and pitfalls and navigating the field is something which requires experience and collaboration with your peers. In this session, expect an in-depth discussion of everything you need to become successful when selling communications products and services. We will explore unified communications, open source, FMC, WiFi telephony, mashups and CEBP. If you are unfamiliar with any of these acronyms (even if you are) you need to be at this free conference so you can learn what is happening, what is coming and how to benefit from it all.
The moderator of this panel will be Rich Tehrani, ITEXPO conference chairman, TMC president and the communications expert who has helped tens of thousands of resellers worldwide over the years sell PBX, ACD, call center, CTI and VoIP products and services.
This session is a must-attend for anyone and everyone involved in any way with communications sales to SMB or enterprise customers. This includes classic interconnects, data VARs, VADs, security resellers, etc.
Rich Tehrani (Moderator)
President & CEO
ABP Technology, Inc.
VP Marketing & Sales
Channel Sales Manager
Why SIP Trunking is Great for 2009
|Monday - 02/02/09, 1:00-1:45pm|
VP Marketing & Sales
New SIP Trunking Announcements
|Monday - 02/02/09, 2:00-2:45pm|
VP Product Management
WVT Communications Group - Alteva & USA Datanet
David Byrd (Moderator)
VP Marketing & Sales
|Monday - 02/02/09, 3:00-4:30pm|
“Selling in a weakened economy” by Bob Nicols
The current global economic crisis is what I would call an “equal opportunity” disaster. No one is losing sales. Unfortunately, no one is winning any either. Prospects are in survival mode. Our sales pipelines are nearly bone-dry and what remains are “no-decisions”.
Unfortunately, most technology sales professionals don’t know how to sell in a softer economy. Our sector has never faced challenges this tough, and we’re beginning to see just how spoiled we all were. It’s time to focus on training. It’s time retool our skill set. You can survive and even prosper in this economy, but you can’t sell the way you have in the past.
In uncertain economic times, people don’t buy “niceties”, they buy “necessities”. Survival is the strongest of instincts. A “nicety” becomes a “necessity” when not buying it threatens the company’s very existence. A prospect can tell you that everything you are selling could be of benefit to their company and still not buy. They will continue without a decision until the economy improves and they are in the mood to buy things that are “nice to have”, or until their business is negatively impacted to the point where they must have your solution.
In this session, you will learn how to position your technology as a “survival” solution, a “must have”. You’ll leave knowing EXACTLY what information is required to move prospects to decision. More importantly, you’ll have customers who, as businesses, will be stronger and more capable of survival and prosperity in this economy.
Staying Competitive in A Challenged Economy? By Jeanne Leckie
Come learn how to drive your company's brand, culture and discipline for impact with customers, employees and the bottom-line. Achieve focus on process, metrics and results that matter in a down economy. Learn how to strengthen the business outcomes of your customers by improving your selling process, your approach and positioning in a multi-solution, multi-vendor environment. Command improved business efficiencies and discover how to uncover the gaps to realign your business and your customer's business model proficiently. Leave the session with the knowledge to EXECUTE.
This is a must session for all resellers attending ITEXPO East 2009. In fact, you could justify going to ITEXPO based simply on this session and the other reseller day activities. With a challenging market, resellers need a leg up on the competition. This session will permit your sales and management teams to attend a session conducted by the best trainers and business advisors in the industry today. The greatest news is that this session is FREE TO REGISTERED RESELLERS.
Carl Ford (Moderator)
Partner and Community Developer
The Leckie Group, Inc.