Consultative selling and collaboration are keys to channels success

{ Posted on Nov 03 2014 }
Categories : Events

We recently sponsored a Comms Dealer round table discussion with a number of key channel players and discussed the increasing need to ‘collaborate’ within the channel and the importance of ‘consultative selling’.

Round table discussion

Round table discussion

“Customers understand far more about the technology, but they don’t know how to put a solution together that gives them exactly what they need for their business,” said John Teague, Managing Director, ITEC. “Sales people have to start understanding the customer’s real requirements. We don’t sell kit so we can have a frank conversation and discuss their needs which ultimately might be a million miles away from their initial perceptions.”

He continued: “You cannot do it all on your own. If you haven’t got the processes in place how are you going to deliver the service properly? Customers are more demanding than they have ever been. They have insights into how these things are done and react adversely when they’re not done to the letter. The way forward for our industry is total collaboration. Stick to what you’re good at, be best at it, and work with other people who are just as good in their particular field.”

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The 5 essential ‘don’ts’ of selling Ethernet

{ Posted on Oct 01 2014 }
Categories : EFM, GEA, Leased Lines

By adding Ethernet solutions to your portfolio you can generate profitable revenues, attract and cater for new customers and markets and benefit from longer contracted solutions.

Our latest eBook

Our latest eBook

However, selling Ethernet successfully is quite a skill and there are some ’activities’ you should avoid.

Fill out the form below to get your free download of our “5 essential don’ts of selling Ethernet” eBook to find out more!

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Self-service IP VPNs?

{ Posted on Oct 01 2014 }
Categories : IP VPN, New Product

Entanet understands the importance of self-service diagnostics to our customers, as demonstrated by the great feedback we’ve had from partners about the tools in synergi for diagnosing broadband circuits. We’re currently working to extend this visibility of our solutions to IP VPN customers so that they can monitor in real time – and run diagnostics against – their virtual private network and we’d value your input.

Self-service IP VPNs

Self-service IP VPNs

Imagine seeing ‘who’s online’ information and real time network maps detailing the various connections that make up the customer’s network, as well as the current status and capacity utilisation of each of those connections.

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Ofcom consumer switching – immediate action needed

{ Posted on Oct 01 2014 }
Categories : Broadband

Ofcom have announced changes to the process of changing broadband supplier. From 20th June 2015, the current Migration Authorisation Code process will be replaced. End users wishing to migrate their broadband will have to use a “Notice of Transfer” process led by the gaining provider.

Consumer switching

Consumer switching

We will be issuing further briefings in the coming months as the details of this are confirmed by Ofcom.

As a prerequisite for this process, any organisation taking an end user’s order for the provision of broadband services must register with Ofcom for a Retailer ID (RID). The RID will be in the form of a three-character alphabetic code.

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The importance of CSR

{ Posted on Sep 01 2014 }
Categories : Events, Social Media, Strategy

Through social media, blogs and forums consumers are gaining a much stronger and wide reaching voice on the Internet and they are not afraid to use it. They are also doing their research – investigating potential suppliers more thoroughly than they may have a few years ago, so it’s important your company has an enviable reputation and avoids any bad publicity.

CSR

CSR

The UK Small Business Consortium reports that “88% of consumers said they were more likely to buy from a company that supports and engages in activities to improve society.”

Corporate Social Responsibility isn’t just about the big multi-national companies avoiding child labour and using sustainable resources – it goes much further and applies to all businesses in all industries. It can be as simple as ensuring your staff are well looked after and motivated through to ensuring your company is carbon neutral, it really is down to the objectives of the particular business.

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