Telephony Partners - Telecom Master Agent

NY Agent Receives $80,000 in upfront commissions for Playmakers Spiff

rvalderrama — Fri, 05 Dec 2008 17:05:00 GMT

Only 15 Selling Days left for 4^th Quarter Playmaker Spiff (22 Calendar Days)

While our competitors struggle to stay afloat, XO flexes its financial muscle and debt free position to offer huge commissions on new sales!

100% upfront Commission on Nx-T1 Products and above

50% upfront Commission on Single T-1's and PRI's

EMBARQ Pricing Tool Training

rvalderrama — Mon, 01 Dec 2008 19:23:00 GMT

EMBARQ is pleased to announce a hands-on EMBARQ Pricing Tool demonstration! The 1 1/2 hour interactive training session will include step-by-step walkthroughs of the Dedicated Internet Bundle and Ethernet products. This is your opportunity to ask questions of the expert. Please make every effort to attend. Please also note that this training replaces the Web Site Orientation training scheduled for December 9. What: EMBARQ Pricing Tool TrainingDate: Tuesday, December 9 Time: 11:30 a.m. -1:00 p.m. CST How to join:

Audio Conference: 866-420-3822, Conference ID 75772657
Live Meeting: https://www.livemeeting.com/cc/intercall1/join?id=93SDD9&role=attend&pw=partner

FIRST-TIME USERSTo save time before the meeting, check your system to make sure it isready to use Microsoft Office Live Meeting. http://go.microsoft.com/fwlink/?LinkId=90703 TROUBLESHOOTING Unable to join the meeting? Follow these steps: 1. Copy this address and paste it into your web browser: https://www.livemeeting.com/cc/intercall1/join 2. Copy and paste the required information: Meeting ID: 93SDD9 Entry Code: partner Location: https://www.livemeeting.com/cc/intercall1If you still cannot enter the meeting, contact support:http://www.webconferencesupport.com

tw telecom - Performance-Management Techniques Get Results

rvalderrama — Fri, 14 Nov 2008 20:36:00 GMT

What is performance management? It's the antithesis of the old way of thinking, which says that an employee should be able to set goals for the year and greatly improve performance simply based on one all-important, make-or-break annual performance review. By contrast, performance management is an ongoing process involving goal-setting, a dash of career coaching, frequent feedback and constant review of employee performance.

But performance management is also about giving employees the space they need to use their creativity and chart their own course. How do you mix these two seeming contradictions to produce a performance-management system that works for your team?

Key components of performance management

A quick Internet search for "performance management consultants" yields a list of armies of consultants ready to train your staff in performance-management techniques. But many of the most effective performance-management methods are easy to implement immediately:

Give feedback that's specific — instead of simply saying "good job on that project," specify what was good about it.
Give feedback that's timely (close to the event) and frequent.
Focus on behavior rather than personality when giving constructive feedback.
Be sincere in trying to help correct mistakes and ineffective behaviors.
Ask permission to give constructive feedback: "I'd like to give you some feedback on how you ran today's meeting — is that OK with you?"
Ask for your employees' view of situations and give them chances to identify behaviors that they agree to change, ways to improve communication or ideas for increasing output. Then summarize your agreements before ending the discussion and set a date to review employees' progress.

In the world of performance management, constructive feedback is not necessarily negative — and it isn't the opposite of positive feedback. Constructive feedback is a way of helping employees understand how their performance measures up to company expectations so that they can empower themselves and set goals to meet those expectations.

Benefits for you and your organization

All but the most recalcitrant or belligerent employees will benefit from performance management. Managers find performance management exciting because the coaching-based approach works by convincing employees to make behavioral changes without damaging their dignity. The method also improves productivity along the way because it encourages employees to take ownership of projects and use their own creativity and skills more effectively.

On the other side of the manager's desk, employees find that performance management teaches them methods of goal-setting and improved communication skills that serve them well in other areas of life.

Shifting your managerial focus to performance management has great benefits for you, your organization and your employees — and it all starts with a little feedback.

Be an XO PLAYMAKER and Earn Big Bonuses

rvalderrama — Wed, 12 Nov 2008 13:56:00 GMT

Cash Bonus up to 100%
of MRC when you sell
selected XO services in
November and December

XO Communications is offering its agents a chance to earn big cash bonuses for being an XO Playmaker in November and December. Get a one-time cash bonus of either 25%, 50% or 100% of the MRC on selected XO services sold between November 1 and December 31, 2008:

? Dedicated Internet Access
? IP Flex
? IP Flex with VPN
? ISDN PRI
? MPLS IP-VPN
? SIP

25% of MRC	50% of MRC	100% of MRC
MPLS IP-VPN	DIA: DS-1	DIA NxT1, 10 Mbps via all access types, DS-3, OC-3, 100 Mbps, 1 Gbps
IP Flex with VPN	IP Flex 1.5 Mbps	IP Flex 3, 4.5 & 10 Mbps
	ISDN PRI	SIP 3, 4.5 & 10 Mbps
	SIP 1.5 Mbps

Deltacom offers an additional $500 per T1

rvalderrama — Mon, 10 Nov 2008 15:04:00 GMT

Deltacom is pleased to launch a new Dealer Promotion offering generous bonus cash for selling our T-1 services. Significantly increase your Deltacom check by closing those T-1 deals.

Effective immediately and running through 1/31/09, Deltacom will pay: - $500 per T-1 sold with an MRC at or above $400- $200 per T-1 sold with an MRC below $400

Drive T-1 sales over the $400 mark to earn considerable cash payouts! Don’t forget to call your Dedicated Dealer Sales Support Desk (DSSD) at 888-358-7767 for proposal and pricing assistance. Sell those Deltacom T-1s this winter, and your payouts will really heat up!

Promotion Rules:

- Bonus paid on NEW acquisition T-1s. - Bonus paid on existing customers adding NEW T-1 (Conversions do not apply.)- LD T-1s will have payouts of $200.- Point-to-Point circuits will have payouts of $500.- Bonded T-1 products will have payouts of a flat $800 regardless of how many circuits are delivered.

- DS3 and MetroE do not qualify.

- T-1 bonus available for orders submitted from November 1, 2008 thru January 31, 2009. T-1s sold at $400.00 or above will get payout of $500. T-1s sold at $399.99 or below will be paid at $200. - Bonus and commission paid upon billing.- Charge back will occur for customer non-payment or if customer disconnects within 180 days of installation.- All other terms and conditions of your Dealer Agreement will apply.

- Deltacom reserves the right to refuse any contest bonus payout.

- Deltacom is a registered trademark of DeltaCom, Inc.

Telephony Partners will payout 70% of the total SPIF to the agent.

IPv6 is now available in Tampa!

rvalderrama — Mon, 29 Sep 2008 17:34:00 GMT

TAMPA, FL/9/16/2008 Tampa's premier provider-independent Internet Communications Service Provider, E Solutions Corporation announced today that it has enabled IPv6 as part of the it’s preparations for the U.S. Government’s mandated IPv6 platform. E Solutions has successfully upgraded it’s infrastructure to support the IPv6 network, making it the first data center in the state of Florida to utilize the next generation IPv6 network and provide this platform to it’s customers."Our exclusive availability of IPv6 bandwidth coupled with our available power capacity and premium data center space, has E Solutions well positioned as an area leader today and well into the future, the dramatic spread of Internet adoption has dictated that IPv6 is where the Internet is headed," said Richard Nicholas, E Solutions’ CEO. "We are excited to take the lead in the state of Florida as the only Data Center offering IPv6 bandwidth."IPv6 is the successor to IPv4, which is the current IP protocol version used on the Internet. With the increase in Internet use, bandwidth and capacity demands, the IPv4 address space is likely to be exhausted, therefore IPv6 remains a technology that is gradually being adopted by technically savvy network operators. The U.S. Federal Government and the Research and Education community represent some of the earliest adopters of IPv6 across North America and Europe.More Information: IPv6 is a service provided by E-Solutions to customers. It is also the upcoming standard of IP connectivity throughout the US and in particular Govt agencies in the US. http://www.whitehouse.gov/omb/egov/b-1-information.html#IPV6 Dates have been set by congress by which all branches of the military must be migrated to IPv6. At the moment, E-Solutions is the only facility in this region that can offer these services.

Jeffrey Gitomer's Sales Caffeine issue 357

rvalderrama — Tue, 09 Sep 2008 13:52:00 GMT

Be prepared!

An excerpt from Jeffrey Gitomer's Little Red Book of Selling

What do you need to know about the prospect's business to engage? I mean if you just walk in the door and say, "Tell me a little bit about your business," how unprepared does that make you look? Answer: TOTALLY UNPREPARED. Prepared is going to their website and printing out several strategic pages, reading them, and making notes so you can ask about what you don't understand, or need elaboration on -- not asking about them from TOTAL IGNORANCE.

NOTE: Just so we understand each other, "Tell me a little about your business, " is the third dumbest thing you can say to or ask a prospect. The second is "Let me tell you a little about my business." The prospect couldn't CARE LESS about you or your business, and probably already knows enough to not want to hear it again. The first most dumbest? I'll tell you later. Let's talk about where to find out information about a prospect and his or her business before your sales call.

1. The Internet. Don't just look up their site. Enter their company name on Google or other search engines like dogpile.com and see what pops up. There may be an article or other important information. Then enter the name of the person you're meeting with. Then enter the name of the CEO. Then tell me why you're not meeting with the CEO. (Just a little jab there.) By the way, if you look up the name of the person you're meeting with and you find nothing, that also tells you something.

2. Their literature. Even though it's we-we, it has the basic "brags" covered and may talk about shifts in emphasis and market coverage. It also tells you what they think of themselves and their products.

3. Their vendors. Usually reluctant talkers, but they can tell you what it's like to do business with them and all about how you are going to be paid. Valuable information to say the least. Vendors are a rarely used resource.

4. Their competition. Oh man, talk about dirt, here it is. Just ask casual questions about how they win business -- it will tell you what it will be like to negotiate with them. By the way, the more their competition hates them, the better they usually are. Competitors hate the people who take business away from them.

5. Their customers. Customers talk. And they are the real word on delivery, organization, quality, and the subtle information that can give you an insightful competitive advantage.

6. People in your network who may know them. A quick e-mail to your inside group asking for information will always net a fact or two and may just be the bonanza you were looking for.

7. Their other employees. Occasionally the admin will help, but don't count on it. A better bet is their PR department or their marketing department.

8. The best and least used resource: Their sales department. Salespeople will tell you anything. You can get details you won't believe.

8. 5 Google yourself. Want some pain? Look up your own name. Where are you? What's your Internet position? Suppose they are looking you up. What will they find? If it's nothing, that's a report card on you.

And it's not just Internet preparation. It's other research like finding mutual friends, calling a few vendors, maybe a few customers. Getting VITAL information as it relates to the buying of your product or service. There's one more thing in preparation: Be prepared with an objective or two about what you want to accomplish in the meeting.

Proper preparation takes time, but I assure you it's impressive to the prospect. He or she knows that you have prepared, and is silently impressed. It's an advantage that very few salespeople use. They make the fatal error of getting all their own stuff ready. PowerPoint slides, samples, literature, business cards -- you know, all the same things the competition is doing. Biggest mistake in sales. And almost every salesperson makes it.

And it's not only preparation about the sale -- it's your personal preparation for sales -- your personal training. How ready are you? Get ready baby. Turn off the TV and get ready.

Want a list of places you can gather information about the sales call? Sure you do. Go to www.gitomer.com, register if you are a first-time visitor, and enter the word RESEARCH in the GitBit box.

Click here buy the Little Red Book of Selling V-Book
now from Amazon.com

QWEST / VERIZON WIRELESS UPDATE

rvalderrama — Fri, 05 Sep 2008 13:27:00 GMT

Qwest recently launched sales of Verizon Wireless Services, including to customers in Business Markets. Verizon Wireless services, however, are not yet available to be sold through QBPP.

In the next few weeks we will be finalizing details of Partner participation that will include a
separate Partner application process – subject to approval by Qwest and Verizon Wireless, background and financial checks, and a separate contract with Qwest if all approvals are obtained. Commissions, if any, on sales of Verizon Wireless are also still being determined by Qwest.

We appreciate the many expressions of interest in this new service and we will keep you posted as we progress.

PHONE+ and Channel Partners Conference Announce 2008-09 Advisory Board Members

rvalderrama — Mon, 18 Aug 2008 14:03:00 GMT

PHONE+ magazine and the Channel Partners Conference & Expo have selected the 2008-09 members of their joint advisory board. The advisory board is composed of master agents, independent agents, carriers/service providers, VARs, resellers, dealers/interconnects, attorneys, consultants and representatives from several industry associations, including the Agent Alliance, Technology Channel Association, WIBOC and TAG National.

Phoenix, AZ (PRWEB) August 18, 2008 -- PHONE+ magazine and the Channel Partners Conference & Expo have selected the 2008-09 members of their joint advisory board. The advisory board is composed of master agents, independent agents, carriers/service providers, VARs, resellers, dealers/interconnects, attorneys, consultants and representatives from several industry associations, including the Agent Alliance, Technology Channel Association, WIBOC and TAG National.

The advisory board members are:
Master agents: Adam Edwards, CEO, Telarus; Jay Bradley, president of Telecom Services, Intelisys; and Josh Anderson, CEO, Telephony Partners.
Agents/subagents: William Leutzinger, president, TelecomMedic, and James Lockhart, president, Telecom Management Inc.
Carriers/service providers: Brian Snortheim, director, alternate channel marketing, Time Warner Cable, and Jeff Howe, vice president and general manager - agent channel, PAETEC.
Resellers: Michael McLelan, senior vice president, PowerNet Global, and Sarah Graham Linares, vice president, product development and revenue assurance, TMC
Dealers/interconnects: Ben Stiegler, CEO, Synertel, and David Blau, chief strategy officer, Consolidated Technologies Inc.
VARs: Ben Henkels, principal, Communication Management Partners, and Roger Thomas, CEO, TeleComp
Consultants/attorneys: Ben Bronston, partner, Nowalsky, Bronston & Gothard; Bill Taylor, president, Corporate Ladders; and Neil Ende, Managing Partner, Technology Law Group
Associations: Dale Stein, co-founder, TAG National; Dany Bouchedid, CEO of ColoTraq for TCA; Bill Power, CEO, Agent Alliance; and Mark Landiak, president of Market Dynamics for WIBOC.

"We are excited to have our new advisory board in place to advise us on PHONE+ and the Channel Partners Conference & Expo," said Khali Henderson, editor in chief of PHONE+ magazine. "We had more than 70 qualified applicants apply for board positions and feel that we have selected a board that will add valuable insight to these resources and the channel."

Advisory board duties include providing story ideas and blogging for PHONE+ as well as assisting in planning the Channel Partners Conference & Expo.

About PHONE+
PHONE+ magazine is the country's leading resource for communication distribution channels. For more than two decades, PHONE+ has been the undisputed leader in providing news and analysis to alternate distribution channels serving the communications industry. It is the unrivaled resource for resellers, aggregators, agents, brokers, VARs, systems integrators, interconnects and dealers that provide network-based communications and computing services and associated CPE, applications and professional services.

PHONE+ includes a monthly print publication, a Web resource (http://www.phoneplusmag.com/), a weekly newsletter as well as special issues, such as the Channel Program Guide and an annual buyer's guide.

About the Channel Partners Conference & Expo
Hosted by PHONE+ magazine, the Channel Partners Conference & Expo is the telecom industry's only event exclusively for the channel. The fall event is taking place this week at Boston's World Trade Center. The spring conference is set for March 1-3, 2009, at the Rio All-Suites Hotel & Casino in Las Vegas. For more information, visit http://www.channelpartnersconference.com/.

###

Interesting 1960's-era Bell Pamphlet

janderson — Thu, 31 Jul 2008 19:40:00 GMT

These scans of an early Bell Telephone pamphlet give some interesting suggestions on how to properly display phone numbers.

Deltacom Introduces National Mobile Offering

rvalderrama — Wed, 30 Jul 2008 18:54:00 GMT

Telephony Partners is now certified to sell wireless services using Deltacom's new Simpli-Mobile offering. This service must be sold in conjunction with Deltacom network services.

Simpli-Mobile^SM

Staying connected is crucial in today's real-time business environment. Even when you are outside the office, Deltacom and Simpli-Mobile keep you linked to what is going on in it. If one of your goals is to increase productivity and efficiency, our leading edge devices from Motorola and Sierra Wireless will help you achieve it.

Our plans offer the flexibility of pooled minutes which enable you to share minutes by plan - not by device. Plus, you enjoy the convenience of a single bill and provider who coordinates, evaluates and provides a complete and accountable business solution allowing you to concentrate on your business not your business solutions. Enjoy the power of Simpli-Mobile and realize the freedom of limitless productivity.

Flexibility of pooled minutes packages ranging from 300 to 25,000 per package
Opportunity to pair minutes package(s) with mobile phones in the way that best suits your unique business requirements
Confidence that your mobile phones are high quality, leading edge Motorola products
Freedom of high speed, secure Internet access on your laptop anywhere within your mobile coverage area using the Sierra Wireless Air Card modem
Convenience of receiving only one invoice for your entire mobile solution

Click Here for Devices & Features
Click Here for Coverage Map
http://www.deltacom.com/fiberoptic_network.asp

Huntsville, Ala., March 3, 2008 - ITC DeltaCom, Inc. (OTC: ITCD.OB), a leading provider of integrated communications services to customers in the southeastern United States, today announced the launch of Simpli-Mobile, a mobile voice and data product targeted at small and medium sized businesses in its southeastern footprint.

Simpli-Mobile offers nationwide mobile access to voice, email, text and internet connectivity. Customers will be able to select cell phones and PDAs from a leading manufacturer and to utilize Deltacom's hosted exchange services to integrate office-based e-mail, calendar, and contacts programs with Deltacom mobile devices without purchasing expensive network hardware or maintaining in-house technology experts.

"Deltacom is committed to delivering the most innovative solutions in the communications market. Simpli-Mobile delivers the convergence of mobile and business application technology that small business owners require in today's fast paced workplace," said Randy Curran, Deltacom's CEO. He added, "Simpli-Mobile is a simple and powerful solution managed by Deltacom so that our customers can focus on doing what they do best - managing and growing their businesses".

Simpli-Mobile will only be available as a bundle with Deltacom's integrated land line voice, data, and equipment solutions. Customers will receive a consolidated bill for all Deltacom services and have a single point of contact for support. Deltacom's customers already have access to a highly customizable solution in Simpli-Business, an offering that combines the Deltacom network, NEC phone systems, Lexmark printers and Lenovo PC's as an "all in" managed solution for the small business owner. Simpli-Mobile further simplifies the communications needs of small businesses by integrating mobile and office-based communication services.

ABOUT ITC DELTACOM, INC.

ITC DeltaCom, Inc. ("DeltaCom") headquartered in Huntsville, Alabama, provides, through its operating subsidiaries, integrated telecommunications and technology services to businesses and consumers in the southeastern United States. DeltaCom has a fiber optic network spanning approximately 14,500 route miles, including more than 11,000 route miles of owned fiber, and offers a comprehensive suite of voice and data communications services, including local, long distance, broadband data communications, Internet connectivity, and customer premise equipment to end-user customers. DeltaCom is one of the largest competitive telecommunications providers in its primary eight-state region. DeltaCom is a certified competitive local exchange carrier (CLEC) in Arkansas, Texas, Virginia and all nine AT&T states. For more information about DeltaCom, visit DeltaCom's Web site at http://www.deltacom.com/

J.D. Power and Associates Study Ranks Qwest Business Markets Group Highest in Nation for Customer Satisfaction

rvalderrama — Mon, 28 Jul 2008 11:57:00 GMT

Release Date: June 25, 2008

J.D. Power and Associates Study Ranks Qwest Business Markets Group Highest in Nation for Customer Satisfaction
Large Enterprise Customer Respondents Give Qwest Highest Honors in Five of Six Factors for Data Services

DENVER, June 25, 2008 — Qwest Communications International Inc. (NYSE: Q) today announced it was ranked highest in customer satisfaction among four major providers in a nationwide J.D. Power and Associates customer satisfaction study of large business customers purchasing data services.

J.D. Power and Associates issued a public statement disclosing the results of its 2008 Major Provider Business Telecommunications Study and found Qwest’s Business Markets Group outperformed its competitors and can claim “Highest Customer Satisfaction among Large Enterprise Data Service Providers.” The national study was fielded in March through May and included a sample of 1,004 large enterprise customers, defined as companies with more than 500 employees that purchase telecommunications data services, such as digital subscriber lines, Ethernet and frame relay.

"Qwest Business Markets Group is focused on providing service excellence to businesses nationwide,” said Tom Richards, executive vice president, Qwest Business Markets Group. “This award underscores Qwest’s commitment to create exceptional customer experiences through our delivery of world-class communications solutions."

Qwest earned the highest score in customer satisfaction for the large enterprise segment with an overall index score of 692 on a 1,000 point scale, giving Qwest an advantage of 27 index points over the major provider average.

Qwest ranked highest in five out of six factors, including the following in order of importance to customers: performance and reliability; sales representatives and account executives; billing; cost of service; and, offerings and promotions.

About Qwest

Qwest offers a powerful combination of award-winning broadband, video and voice solutions for residential customers, businesses and government agencies. Customers coast to coast turn to Qwest's industry-leading national fiber optic network to meet their evolving communications and entertainment needs. Qwest employees are the driving force behind the company’s nationally recognized Spirit of Service. Qwest is a participant in Networx, the largest communications services contract in the world, to provide innovative voice, data and video services. For more information on Qwest please visit www.qwest.com. For information about the products and services Qwest is offering in the Networx contract, visit www.gsanetworx.com

###

The Qwest logo is a registered trademark of Qwest Communications International Inc. in the U.S. and certain other countries.

Contact Information:

Qwest Media Contact
Melissa Reffel
303-965-3424
melissa.reffel@qwest.com

http://press.qwestapps.com/?fa=press.print&PressReleaseId=56794

Funnel Management Best Practices - Best of Miller Heiman Sales Performance Tips

rvalderrama — Wed, 23 Jul 2008 13:25:00 GMT

Miller Heiman's award-winning Sales Performance Tips (formerly Miller Heiman eTips) have been helping serious sales professionals around the world win business since 1998. Miller Heiman's newest white paper series "Best of Miller Heiman Sales Performance Tips" includes carefully selected tips that address a pressing topic faced by sales professionals.

In this issue, we focus on how you can effectively managing your sales funnel, also known as the sales pipeline. The sales funnel describes the actual conversion of prospects into sales. It is called as such because it includes the conversion ratio at each stage of the sales cycle, which has a funneling effect. Prospects are theoretically fed into the top of the funnel, and converted sales drop out at the bottom.

Part 1: Building A Healthy Funnel

Start by Selecting the Right Opportunities

Prospecting and qualifying occurs at the top of the funnel. By putting the right opportunities at the top of your funnel, you are setting yourself up to pursuing only those that have the best chance of closing.

Truly Understand Your Customer's Needs

Part 2: Three Ways to Unclog Your Funnel.

Opportunities in your funnel that aren't going anywhere may keep you from reaching your quota. These three steps work in collaboration to keep your sale moving forward.

Part 1: Building a Healthy Funnel

Start by Selecting the Right Opportunities

Chances are you're already familiar with the concept of a sales pipeline, or "funnel". The funnel is a useful tool for organizing specific sales opportunities by their probability of resulting in a sale.

At any given moment, nearly 35% of prospects you're pursuing could be wasting your time. Without putting the right opportunities into the top of your funnel, you can't possibly hope to achieve win-win outcomes at the bottom.

Before you set out to pursue the opportunities in your universe, spend some time sorting your prospects using your Ideal Customer Profile. This will ensure that you're focusing your efforts on the opportunities that reflect the best probability of closing. The Ideal Customer Profile is a standard used in Miller Heiman's Strategic Selling® workshop to identify your best prospects and separate them from those who you perceive to be liabilities. It requires you to take into account your customer's demographic and psychographic characteristics. Examples of demographic traits are your customer's company size, budget, and the compatibility of your solution with their resources. Psychographic characteristics are the attitudes and values shared by the buying influences within your target account. By pursuing prospects that fit your Ideal Customer Profile you will be able to focus your time, energy, and effort on those opportunities that are most likely to result in a win-win outcome.

Without a disciplined methodology for identifying the right opportunities to pursue, resources are wasted on opportunities that will not likely result in profitable business. When this happens, your funnel could become distorted, being too heavily weighted on the top end, thus restricting a smooth flow of opportunities toward close at the bottom. Sales productivity would then be reduced, resulting in fewer opportunities in the final stages of the funnel.

Take the time to sort out your opportunities using your Ideal Customer Profile. This will help you determine which accounts to add to the top of your funnel. The result is that you'll be pursuing only those opportunities that have the best chance of closing. Isn't that time well spent?

Truly Understand Your Customer's Needs

Managing a swift funnel also requires a rigorous understanding of your customer's decision-making process. This means that you've got to get inside your prospects' head to understand their underlying needs and interests in the sale - what makes them say "yes". Conceptual Selling® explains that the Customer's Concept is what your customer seeks to fix, accomplish, or avoid in the sale. In order to achieve a true win-win outcome, you'll need to make sure you can create a fit between your solution and your Customer's Concept.

Effective funnel management is a reflection of your ability to consistently identify the right opportunities, and to understand the true needs of your prospects. As a result, you will be able to keep your funnel moving and win more business while creating value where it's needed most.

Part 2: Three Ways to Unclog Your Funnel

Opportunities in your funnel that aren't going anywhere may keep you from reaching your quota this year. Here are three things you can do today to keep those sales opportunities moving forward.

1. Use Your Plan for Finding, Winning, and Keeping Business

Getting back to the basics of your sales plan will create a healthier funnel. It doesn't matter if you're prospecting new opportunities or developing new business with an existing customer, you have to have a strategy for managing the opportunity at every level of the funnel.

Having the right plan is like having a blueprint for managing the complexities of a sale. You have to map out the right people, and sell to each of their different interests and motivations. This plan will help you manage change and remove surprises that are common in complex sales so you can keep the sale moving forward.

2. Make Great Sales Calls

To make year-end quota you have to be making great sales calls now! That means making each and every call you make count. Each call should be centered on the customer's underlying needs so you can gain incremental commitment. Before the call, have a plan for how it contributes to moving your sale forward in your funnel. Otherwise, you're just wasting time.

3. Access Key Decision Makers and Win Their Approval

In today's selling environment, decisions have been elevated. You've got to connect with higher-level executives to win the deal. Not only do you need to access these key decision makers, but you've got to make an impact once you get in front of them. Differentiate yourself and connect with how they make decisions, so you can win their approval.

These three steps work in collaboration to keep your sale moving forward, from generating new prospects, to closing the deal. Use them together and you will put yourself in a much better position to reach your quota this year!

Managing the Next Generation

rvalderrama — Mon, 07 Jul 2008 18:14:00 GMT

Today's workforce looks and acts much differently than any in the past. Millennials, a term used to describe people born between 1981 and 1999, have completed their education and want to join the ranks of corporate America. Also known as Generation Y or the Internet Generation, Millennials comprise the largest group since the Baby Boomers.

Qualities of Millennials

What makes this group of eager young workers unique?

Technology savvy. Millennials integrate technology into nearly every aspect of their daily lives. Their savvy far outpaces previous generations, especially when it comes to virtual communication.
Flexibility. Given the ever-changing and fast-paced world in which they grew up, it comes as little surprise that Millennials thrive in diverse positions that require multi-tasking.
Success-driven and responsible. Many experts believe the personality traits of young workers reflect the environment in which they were brought up – doting parents who motivated and encouraged them, a fast-paced and dynamic world, and the ability to interact with people from diverse backgrounds and cultures.
The perfect employee candidate? Between a talent for developing relationships, a can-do attitude and the ability to easily learn new skills and technologies, Millennials may well represent the ideal employee.

Managing Millennials

As this new group enters the workforce, managers must educate themselves about their new employees and adjust their strategies and techniques to make the most of performance, productivity, satisfaction and loyalty. To reap the benefits of Millennials' positive qualities, consider the following tips:

Allow for socializing. Social relationships stand as one of the strengths and needs of Millennials. For this reason, managers may need to consider chit-chat somewhat of a necessity, as long as it doesn't affect productivity.
Challenge Millennials. As a generation that listens to the iPod, text messages, and converses with friends, sometimes all at once, Millennials need continual challenge to hold their interest.
Create teamwork opportunities. Millennials look for a collaborative, team environment and appreciate employers who encourage this work culture.
Allow for creativity and autonomy. Unless given an allowance for innovative thinking, Millennials will grow bored. Freedom to work in an open-minded environment increases their satisfaction and efficiency.
Make them prove themselves. Unlike the generation before, Millennials don't fear taking on greater responsibility. Encourage them to work for their kudos.
Motivate without the money. Millennials prefer time off, positive encouragement, employee perks and a team they enjoy rather than a bigger paycheck.

In an age in which talent will become the top competitive advantage, now's the time to understand Millennials and allow these flexible employees to climb your company's corporate ladder.

Register Now for June 16 Healthcare Selling Webinar

rvalderrama — Fri, 13 Jun 2008 15:37:00 GMT

The U.S. health care industry, including hospitals, doctors, insurance companies and pharmaceutical companies, represents a $55 billion opportunity for telecom service providers over the next five years, according to a report from Insights Research. Helping to drive spending are trends such as an aging population and a dwindling talent pool, which will force the health care industry to look for more efficient ways to provide care, said Robert Rosenberg, Insight Research president. - Telephony Online

To boost your knowledge in this vertical, we're hosting a webinar to discuss healthcare trends like electronic medical record management, ongoing HIPPA requirements and automated administrative operations. We'll also review strategies for uncovering your customer's specific needs and identifying best-fit Qwest solutions.

Best of all, you'll hear success stories about current Qwest healthcare customers, plus insights from a fellow Qwest Business Partner who specializes in the healthcare industry.

And-we're giving away gift cards! Attend this live webinar and you'll be eligible to win a $100 gift card!

Date: Monday, June 16
Time: 9:00 a.m. PDT/12:00 p.m. EDT
Register for this important webinar on the following link:
https://qwestconferencing.qwest.com/confmgr/event_register.jsp?eventId=68328&invitationId=1074786.

Join us to get an in-depth look at the healthcare industry.

Florida Intrastate Rate changing July 6

rvalderrama — Thu, 29 May 2008 14:33:00 GMT

Due to regulatory changes Qwest will be raising intralata and intrastate switched rates in Florida July 6, 2008. Qwest is providing a 30-day notice of the increase to affected customers.

Customer notification / rate increase timeline:

Letters to customers impacted by this rate increase will be mailed May 29 through June 2
Impacted customers may begin to see the letters starting
June 3
The rate increase will take place on July 6

Unified Communications Webinar: Discover the Best Way to Unify Your Enterprise

rvalderrama — Thu, 01 May 2008 15:46:00 GMT

Overview: Collectively hosted by Qwest Communications, Nortel, and Microsoft, three powerhouse leaders in the Unified Communications space, this TechRepublic Webcast explores the drivers, challenges, and solutions for enterprises considering Unified Communications.

Many companies today have far too many communication vehicles of far too many types and in far too many places. By exploring Unified communications organizations can bridge the gap between data and telephony and gain new value from their communications infrastructure.

Speakers include:

Qwest: Thuy Ha, Director of Product Management, VoIP
Nortel: Carter Kersh, Director of Unified Communications Marketing
Microsoft:Tim Fant, Business Development Manager, Communications Sector

Unified Communications (UC) is an important business productivity trend integrating separate communications vehicles, media, devices and applications for a more cohesive user experience. This webinar explores options, trends and solutions for business customers.

EMPLOYEE IMPACT: Use this opportunity as a door opener or an additional touch point to engage prospects and existing customers for a discussion on unified communication efficiencies.

CUSTOMER IMPACT: Another reason to do business with you and Qwest! Offering co-branded education opportunities with other industry heavyweights like Microsoft and Nortel shows Qwest's willingness to partner with prospects and customers to offer a wider range of integrated business solutions. A fantastic up-sell opportunity for existing customers.

TIMING/NEXT STEPS: Friday, May 2^nd at 12:00 p.m. MST. Please click the following link to register yourself, partners, and customers REGISTER NOW!.

Paetec Internet Promo

rvalderrama — Tue, 29 Apr 2008 15:32:00 GMT

I would like to share some good news about a new promo that I believe should help you close more sales with PAETEC. We are running a Internet promotion where you can offer:

2yr 1.5Mb Internet T for $425

3yr 1.5Mb Internet T for $395

As with most good things in this world, there are a few exceptions worth mentioning :)

1. The local loop for the promo is included but must not exceed $200. This means that we cannot offer this promo to areas that are "off-net" (same places we cannot do local dial tone basically). I will be happy to help you qualify if you just send me the NPA/NXX.

2. Router is not included, we can provide a rental at $60 per month MRC.

You are invited to attend the Level 3 Indirect Channel Webinar Training Series

rvalderrama — Fri, 25 Apr 2008 11:51:00 GMT

The Level 3 Business Partner Program will host a series of webinars covering our key services. The webinars will be hosted by our Sales Engineering team who will provide you a wealth of information on our products. Register now for this great series and increase your knowledge on Level 3 services!

♦ May 1, 2008 OnRamp Search Tool (On-Net Buildings)

♦ May 8, 2008 Wavelength Services

♦ May 15, 2008 DIA & HSIP Services

♦ May 22, 2008 OnRamp Search Tool (On-Net Buildings)

♦ May 29, 2008 Wavelength Services

♦ June 5, 2008 DIA & HSIP Services

To Register for any of the training webinars above, please click here;

http://www.zoomerang.com/Survey/?p=WEB227P5G7BCKS

Telephony Partners participates in Sportsfest 2008

janderson — Sun, 20 Apr 2008 15:57:00 GMT

Although we did not bring home the championship, we had a great time participating in the four Sportsfest events — dodgeball, volleyball, tug-o-war, and the "beach relay." We're putting the other 160 teams on notice, though...next year we're going to DOMINATE.

In addition to Telephony Partners' staff, we had a number of agents and carrier representatives that participated on our team. Qwest, Netwolves, Apex Staffing, and IT Authorities all showed up to participate. You can check out the photos we posted from the event, too.

We're going to get started earlier preparing and recruiting next year, so come January or February of 2009 look for your invitation.

Simplify your Storage Management in a Server Virtualization Center

rvalderrama — Fri, 18 Apr 2008 12:45:00 GMT

IT Authorities, LeftHand Networks, VMware and Vizioncore will discuss the benefits of the virtualized data center and the use of storage virtualization.

Cost-effective, value-driven data storage solutions can be hard to find and too expensive for your IT budget. Learn how you can enable your environment to run a full-featured SAN on your existing VI3 servers. The solutions lets you:

Build an easy to manage, easy to use, fully redundant SAN
Enable a DR solution for remote or branch offices
Implement backup and restore solutions easily in your virtualized data center
Provide synchronous replication of your virtual servers
Backup and restore solutions in a virtualized environment
Enabling HA in a virtualized environment

Live demonstration of these solutions showing ease of use, just-in-time scalability and high availability in a clustered storage architecture.

When:
April 30th, 2008 Wednesday 11:30 am to 1:30 pm
Where:
The Centre Club
InterContinental Hotel
123 South Westshore Boulevard, 8th Floor, Tampa, FL 33609
813-286-4040