It's time to talk about ROI-selling, a topic covered in a recent interview between Enreach’s Iain Sinnott and The Next Cloud’s Rob Kurver at SmartCom Summit.
It's time to talk about ROI-selling, a topic covered in a recent interview between Enreach’s Iain Sinnott and The Next Cloud’s Rob Kurver at SmartCom Summit. Iain believes that the focus needs to be on the outcomes for the customer (rather than talking about technology). And putting in the time to find out what the customer really needs is worth the effort: if they can see the ROI from one product, they are more likely to be interested in the next one. Watch the full interview:
.
.
The industry treats regulatory complexity as a tax on growth — a cost to minimise, delay, or push onto whichever partner will absorb it most cheaply. That instinct is backwards, and it's costing operators deals they should be winning.
Eighty percent of people don't answer calls from numbers they don't recognise (Pew Research). For calls carrying a "Spam Likely" label, the answer rate drops into the single digits the US Federal Communications Commission (FCC) puts it at roughly 9%.
Somewhere in your customer base, a stop-sell date is already active — and the customer probably doesn't know it yet. Across multiple markets, incumbent operators are retiring the Public Switched Telephone Network (PSTN), the copper-based infrastructure that has carried voice calls for over a century.