Do you have any good/creative sales techniques to get into the wireless carriers?
Interested to know if you have found any particular approaches/messages/networking/etc. techniques that have helped you make a sale with one of the wireless carriers, or at least progressed the sale significantly.
Answers (6)
Michael T.
Sales Consultant | Coach | Trainer | Speaker | Marketing Advisor | Wine Appreciator | Dog Lover
Best Answers in: Sales Techniques (1)
Hi Alex,
I have worked in this market globally, my first question would be; What market(s) are you targeting and how many carriers?
If my answer leads to any questions I would be delighted to discuss further and maybe introduce you to one, or more, people in my network who work in this space.
The issue with the question is that generally the sales cycle is long, propositions have a high dollar value and that success is generally created from an integrated sales and marketing approach.
My suggestions are:
1) Identify the correct decision makers. Usually this is not solely the CIO/CTO. Adopting a strategic approach in your sales will help identify multiple influencers and decision makers
2) Create an introductory email, including thought leadership to position your company as an expert and raise brand awareness
3) Prospect the list by telephone. Network with associates to the identified decision makers and gain insight into who is who and how to make contact with them. Gatekeepers and people working the department your solution benefits are your friends.
4) Connect with decision makers across different networks
5) Prospect with a clear call to action. Build a relationship and look to schedule a time to speak/meet.
6) Determine the buying cycle and process. This will empower you to follow up in a robust manner
7) Add value through the sales cycle.
I hope this helps.
Best Regards,
Michael
Sahar A.
Diversity& Inclusion|Leadership training|Social Media Marketing|Social Media Training|Public Speaker|Culture Competence
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I suggest you contact Tim
Sahar A. also suggests this expert on this topic:
Atul S.
Healthcare IT Expert: Wireless, Med Dev, EMR, HIE, Regs
Best Answers in: E-Commerce (1), Telecommunications (1), Wireless (1)
There are only 2 ways to interest any telecom/wireless carrier -
1. Promise of a lot more revenue immediately;
2. Promise of a small revenue now, ramping up very quickly and lasting for a long time.
Carriers are NOT interested in working with anyone from outside to reduce churn, nor with anyone who can reduce the OpEx (Operational Expenses).
Tim T.
Senior Sales Representative
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it is like selling anywhere else, you need to find your champion within that company
so your product would have to be a fit and you need to find out who in that carrier uses that fit and work from there
Wallace J.
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I would connect with their top executives here on LinkedIn via Advanced Search!
