Sales tip number 1
For most telecoms salespeople, September is a great time to sit down and analyse your sales pipeline. You’ll have had a number of people say to you call me back after the holidays, and perhaps now you’re struggling to get hold of those people. Or they don’t sound as keen to meet you (or buy from you) as they did before the holidays.
That’s probably because the “Call me back after the holidays” line was a simple objection, and you didn’t deal with it very well. Now, it’s four to eight weeks later and their level of interest (if they had any in the first place) has cooled from lukewarm at best to pretty much cold. Sometimes you can revive it, and sometimes you just need to move on.
Sales tip number 2
As salespeople, we tend to be positive. Sometimes we’re even guilty of being over positive. Nowhere is a better example of that than with our own sales pipeline.
I’ve worked with some telecoms salespeople in the past that are entirely convinced that evrrything in their pipeline is going to come in, and probably this month. And most salespeople probably need the majority of it to come in, to have any chance of hitting their target.
This is true whether they’re target on gross profit or total revenue, and whether they’re in mobiles, landlines or hardware. September is the time for more realism about sales pipelines, and you need to check yours (or your team’s) right now.
If the people who said “Call me back after the holidays” are no longer that interested, get them out of the pipeline.
Part two next week!
Andy Preston is a recognised sales expert who specialises in working with mobile phone companies in particular, helping them generate more appointments, stand out from the competition, and close more deals. You can see and hear more about Andy at http://www.andy-preston.com/.
Tough security needed
There is one uniting inhibitor which has slowed the adoption of mobile applications, and the choice of devices available to companies: security. Operators want to provide customers the ability to maximise personal and business productivity by providing secure and easy to use instant mobile access to data, applications and services on hundreds of mobile devices.
Security is paramount for this, and operators should have the means to embrace device diversity, be able to support various operating systems and devices, thereby empowering enterprises to allow employees to securely access corporate networks through the device of their choice.
The issue of security is also extremely important to the organisations themselves, with the consumerisation of smartphones comes a bigger risk of data loss, data breach and various other risks. By identifying the issue IT departments are able to address the risks and allow employees to use which ever smartphone they choose too within the office.
With many new mobile phone platforms emerging, and staff wanting to cross the divide of consumer and corporate device use, companies need to be forward thinking. The ability to access securely sensitive information without the back up of a server is a challenge that the IT department must face.
Good Technology bridges the gap between social and secure, protecting business and personal information so that mobile users can connect and collaborate on today’s most popular smartphones. http://www.good.com/
Your summer holiday is over….
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