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Channel Partner

Two Critical Channel Sales Tips to Get Ahead of the Competiton

January 31, 2019

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agreement-business-business-agreement-1483914-1Utilize Technology and Solution Selling Techniques to get ahead

There is a high-level of competition in the commercial telecom market today - probably higher than it has ever been. The market is filled with providers, all with the promise to offer the best services and products available at a price you can afford. If you met with a commercial telecom sales rep today, that sales rep will tell you it will take more than the promise of special technology at a great price to seal the deal. Today, businesses want more and expect more on a consistent basis.

Telecom companies want to remain as competitive as possible in a market that is already saturated. The telecom companies that want to have a spot in this competitive race will need to reanalyze their approach when it comes to their sales strategy. All sales teams will need to know how to stand out in the competitive race and eventually offer every customer what they need, even the customers who are unsure. 

How can you stand out from others and close the deal faster than others? 

Use Technology To Your Advantage

We know that it can seem unsustainable to expect sales representatives to place themselves in a position to become one of the industry leaders while fulfilling a heavy workload. However, when sales reps can leverage technology and use the right tools and resources, sales reps will give themselves a better chance to become an industry leader and deliver the best solutions to customers. 

Many companies are doing an excellent job at collecting key data and analyzing the data that is found. On the other hand, there are also companies that are not able to place this data into the hands of the right people. Sales representatives need to have access to every piece of information, especially sales data and client reports. When the right customer service platform is integrated, it can result in better communication and better resources for the sales team so they can close the deals.

When companies want to stay competitive in this industry that is constantly changing, what will need to happen? There will need to be a change in the overall sales process. You will no longer be able to use the basic sales tactics if you want your company to have long-term success. Making changes to the sales model and using technology to your advantage will allow you to identify any obstacles you may face and create solutions that will set you apart from your competitors.

Solution Selling

Every business that is operating today wants to have customized services, products, and solutions. There are many telecom commercial companies that are falling behind when it comes to keeping up with the demands of personalized and customized services. Customers want to receive package deals, but the customers want the package deal to include services and products that are based on their needs. 

Sales representatives will need to place more focus on creating personal relationships and understanding the demands of a business. When this type of relationship is created, you will be able to create personalized telecom services plans that will meet all the needs and demands of the customer. When you are able to meet with a customer with a plan already in place, you will have the edge you need to seal the deal.

If you want to make a great impact on your customers, we encourage you to become one of the experts in the industry. We encourage you to educate all of your clients about what is happening in their industry and address their weak areas with your strong areas. There may be certain challenges that your clients are not aware of until you point them out. Once you identify areas that need to be changed, you will be able to provide great insight into how your company can offer the answers they are looking for. When you can adjust your sales process to meet the needs of your clients, they will begin to see you as a partner and not just another sales representative.

For more information on how to find and achieve success in the channel, download CallTower's handy Channel Partners Success Guide below:

Channel Partner Success Guide // eBook t