1. www. How To Sell Telecom.com 1 Agents, Consultants & Vendors How working together creates synergistic value for business customers From the “How to Sell Telecom” Series

2. www.HowToSellTelecom.com2 Who is this webinar for? 1.Agents & brokers 2.Consultants & auditors 3.Vendors, providers & carriers

3. www.HowToSellTelecom.com3 TA’s moderation qualification & goals 1.Dan Baldwin – 20yrs 2.ATEL – 2 yrs 3.TA – 14 yrs 4.Help customer better & make + $ 5.Prevent this…

4. www.HowToSellTelecom.com4 “The Good, the Bad & the Ugly”

5. www.HowToSellTelecom.com5 Know who needs what to win How do you get a three-way win?

6. www.HowToSellTelecom.com6 4 things to know about auditors & consultants 1.“Shared savings”, hourly or flat fee 2.Must show value that’s much greater than fee 3.Repeat business hard with smaller clients 4.Constantly “hunting” vs. punching proposals

7. www.HowToSellTelecom.com7 Helping auditors & consultants 12 ways 1.Show benefit of agency pricing over retail pricing 2.Show how agency gets treated better than retail 3.Show how agency has true access to “wholesale pricing”

8. www.HowToSellTelecom.com8 Helping auditors & consultants 12 ways 4.Lead with “better design” (commodity pricing = no switch) 5.Price only vetted, trustworthy vendors 6.Provide non-retail, non-published rates 7.Must be “Special Deal”

9. www.HowToSellTelecom.com9 Helping auditors & consultants 12 ways 8.Don’t offer them money (really)! 9.Don’t contact customer 10.Push vendor agnostic design first 11.Push “better, cleaner cuts” & 24/7 people 12.Be their slave

10. www.HowToSellTelecom.com10 3 things agents want 1.Residual commission from “found” business 2.Referral to other consultants & auditors 3.Stay focused on generating proposals, finding the best solutions, rates & providers

11. www.HowToSellTelecom.com11 Helping agents 4 ways 1.Auditors - Trust agents not to “backdoor” your deal 2.Let them know if it’s a no switch “pricing only” deal 3.Let agents have a few points for a special deal 4.Providers & auditors – don’t “backdoor” the agent

12. www.HowToSellTelecom.com12 3 things carriers want 1.Steady supply of “low labor” business 2.Build their name & reputation as solution provider not “commodity” 3.To know best way to access consultants

13. www.HowToSellTelecom.com13 Helping the carriers 4 ways 1.“Own” the solution designed. Why? 2.Carriers only provision the “piece parts” ordered 3.The longer the term the happier the carrier, and 4.The happier the carrier, the better the deal(s)

14. www.HowToSellTelecom.com14 The critical importance of “channel management” 1.What’s really a “zero commission” or wholesale deal 2.Discourage (i.e. punish) publication of non-retail pricing 3.Vendors - Let agents do auditors & consultants

15. www.HowToSellTelecom.com15 Bottom line synergy? 1.Auditors & consultants have a great pitch, “No savings, no fee” (but…) 2.Agents crank out cost analysis & proposals fast 3.Each earns more by just doing what they do best 4.Vendors focus on great customer service

16. www.HowToSellTelecom.com16 What’s Next? Take “the test” Join/contact Telecom Association Ask for the TA list of auditors and consultants that might work with agents