Penetrating the Executive Suite for Sales Success

Do you know who the 4 most important potential clients are for your business? Have you thought about which accounts spell significant success for your business? If not, maybe its time to identify them and determine your strategy for bringing them on board. Most companies have a short list of key clients or partners who will have an exponentially important impact on their business. Yet many have not taken the crucial step of a) identifying them and b) formulating a strategy for landing\growing them as clients.

One of the key verticals at TelecomMarketplace.net is our Strategic Account Penetration program. The program focuses exactly on the task identified above. We help you identify those prospects who have the potential to exponentially improve your business. We then lay out a strategy designed to penetrate those accounts at the most senior levels. We assist you in designing and honing your value proposition to ensure that you have the best change of converting the penetration meeting into a partnership or sales opportunity. Then we work with your direct sales team in the overall pursuit, signing and growth of the account.

It is important for companies to realize the impact that these strategic prospects have on their overall business fortunes and then invest appropriately. Investment means garnering the right resources and incentives to ensure that you are being properly represented at these accounts. Our program works with and alongside your existing sales resources, bringing years of experience and the deepest and most impressive network of executive contacts in the telecom and technology industry to bear. Best of all, the TelecomMarketplace.net Strategic Account Penetration program can be implemented for less than the cost of one Full Time sales executive. The program investment will yield tangible results in a short period of time, as you begin to gain meetings and activity with the top decision makers at these key accounts. We are confident in our abilities, so all of our customers for this program enjoy the flexibility of a 30 day cancel at any time clause. To date, none of them have chosen to exercise it.

A current customer recently stated "This is exactly the type of activity we need in our sales program. We love how you usher us into the executive suite at all of our most important prospects, where hugs replace handshakes in the first meeting. The TelecomMarketplace program has both helped us improve our value proposition and allowed us to gain real strategic contracts with the types of customers who enable us to grow revenues, establish credibility in the industry and ultimately increase value to our shareholders."

To learn more about how we can work with your firm, click the link and contact us at Sales@TelecomMarketplace.net

Comptel show update

I've been in Vegas since Sunday. Today is the 2nd full day of the show. We have had many meetings for both our clients and Telcosource platform. Big interest in the Integra Networks Optical products. Buy side engineers love the quick delivery intervals which Integra can support. Several new clients will emerge from the meetings we at TelecomMarketplace set up for them with new prospects. Our sales penetration program continues to grow as more companies here about our effectiveness.

TelcoSource vendors are expanding. We welcome 5 new suppliers based on meetings here at Comptel so far. Buyer side demos have also been strong. The carrier segmemt has been amazed by the platforms capabilities. Both buyers and sellers have reacted very favorably to the business model. They appreciate the fact that they can participate for free. Who does that? We do, I suppose. Check out the demo now at www.TelcoSource.net

More on my return.

Comptel Show in Vegas Mar 20-22: Let's Meet

Will you be at Comptel in Vegas? I've been going to this show 2x per year for most of the past 15 years. For a period I served as Co-Chairman of the CEO Council for the organization. I find it always a good place to meet up with existing customers, old friends, colleagues and the newest prospective clients. The move to the Venetian in Vegas was a good move, as the Gaylord chain was getting stale. I love the Venetian, a full suite hotel, which presents the Italian theme in a chique and contemporary manner.

We are excited with the set of solutions we are bringing to the show this year. First, we are registering purchasing managers and suppliers for the newly launched TelcoSource platform which is off to a great start. 65 registered suppliers and average event savings of nearly 50%. Both well above plan.

Second, we will continue to educate the broadband community in regards to the emerging opportunities in the $13 Billion dollar, Premium Technical Support space. This will be the first show following PlumChoice's acquisition of Everon, which expanded the Company's capability in the SMB and Commercial sector. The PlumChoice partnership model now becomes immediately relevant to the Comptel Community of business centric CLECS, and Carriers. The Value Prop is simple: no carrier investment, increased revenues, high margins, improved CSAT and reduced opex......what's not to like.

Additionally, we will continue to help carriers save on CapEx by utilizing third party optics from our client Integra Networks. By using 3rd party optics inside typical OEM optical gear, carriers can a)save up to 65% b) reduce delivery times by weeks. Fiber Optics are no longer rocket science. Third party optics have proven to be reliable and cost effective. So why continue to be beholded to the OEM box provider. Integra helps carriers level the playing field with Cisco, Motorola, Fujitsu, Huawei and Lucent.

We hope to see you at the show. Contacts us at Sales@TelecomMarketplace.net to arrange a meeting.