The Changing World of Telecommunications Sales
January 24th, 2012 § Leave a Comment
The way telecommunications providers sell their products and services is evolving rapidly. We are actually to the point where People today are using their existing cell phones in order to buy new ones. The services available are also more complex than ever before, with tiered data structures, bundles of minutes and texts, insurance coverage, Wi-Fi tethering and hot spots, and other available options. « Read the rest of this entry »
Why Configuration is Essential for the Future of the Insurance Industry
January 3rd, 2012 § 2 Comments
Insurance is one of those products that is customized by definition. There is no ‘one size fits all’ approach to buying and selling insurance coverage, whether for health, life, auto or home. Every person, car and house is different, and combined with desired coverage levels, pricing can vary widely. Insurers use a variety of tools and practices to determine what the appropriate cost is for a particular level and type of coverage based on different constraints. However, many insurance salespeople today are still not utilizing a tool that can make an immediate, direct and measurable difference to their bottom line – a configure, price, quote (CPQ) solution. « Read the rest of this entry »
Creating a Mobile Environment to Upsell More
December 8th, 2011 § Leave a Comment
Selling Power magazine highlighted trends in sales mobility by interviewing Tim Fowler, VP Sales UK at Cameleon Software.
This video outlines the benefits of mobile CPQ solutions for companies, such as reduced “quote-to-order” delays, improved quotes and proposals accuracy, and enhanced customer satisfaction. « Read the rest of this entry »
Build vs Buy
November 23rd, 2011 § 1 Comment
“To build or not to build, that is the question!” That may not be an exact quote from Shakespeare, but it definitely brings up a very important point when deciding to implement a CPQ. Not all companies are equals, but depending on the industry or the size of the organization, the temptation to build an in-house CPQ might be strong. « Read the rest of this entry »
Gartner says Mobile is a Must for 2012
November 16th, 2011 § Leave a Comment
Mobile has gone mad it seems! Gartner recently listed its ‘Top Ten Strategic Technologies for 2012,’ and mobile centric applications and interfaces topped the list. Gartner defines strategic technology as one with the potential for significant impact on the enterprise in the next three years. « Read the rest of this entry »
Three Steps to Adapting to New Buying Behavior
October 28th, 2011 § Leave a Comment
The current economic recession has brought about a drastic change in today’s consumer buying behaviors. With limited funds and often tight budgets, B2B buying has become more complex than ever before. The complicated way in which consumers make buying decisions is also becoming the norm for business professionals looking to make a purchase. After all every business professional is a consumer. These acts often include constantly comparing prices and researching countless options and reviews of products and services. « Read the rest of this entry »
