'Intelligent Suspecting' Boosts Sales - TMCnet's Agent eNews

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ITEXPO Las Vegas begins in: 5 Days. REGISTER NOW!      Featured Articles » Delivering a Compelling Value Proposition » Managed Services Industry Set to Grow, Study Finds » The Benefits of Timelining the Sale » Egnyte Blasts Off with 100 Plus Percent Growth as New Partners Sign Up   Sponsored By: CVx - ChannelVision Expo – August 27-29, 2013 – Las Vegas, NV Attention Telco VARs & Agents: Make Your Big Idea A Success! Find out how at ChannelVision (CVx) Expo Delve into each step - from having a big idea to discovering how to implement it using proven low cost, high-impact techniques and strategies to be successful. Gain Insight On How To Adapt In Today's Ever-Changing Environment. Attend ChannelVision (CVx) Expo. Develop partnerships that cross traditional lines of business and provide all players with opportunities to expand your service portfolio through new suppliers and new relationships with other types of services and equipment distributors. Gain perspective on how to adapt, what to sell and how to sell it within this ever-evolving communications ecosystem. Register For Free Today     Top Stories » Aimetis and SVT form Partnership, Expand Throughout Western Canada » Ceridian Implements Apttus Quote-to-Cash Solution » Richardson Launches 'The Richys', a Recognition Program for Sales Enablement Companies » Ortsbo Signs Strategic Partnership with TELUS   From The Expert Corner August 20, 2013 By Mae Kowalke, TMCnet Contributor Driving sales is about coming to prospects with a compelling value proposition and overcoming objections. But it also is about “intelligent suspecting.” Whether through its GeoQuote real-time quoting system or other value adds, master agent Telarus  is in the business of helping its partners drive sales. To that end, Telarus has released a five-part video series on how to double sales volume. One key technique to boost sales volume: intelligent suspecting. Intelligent suspecting is thinking about and developing a plan to identify more potential prospects. The process consists of sharing ideas and talking about the value of the services, and the outcome is, of course, better prospects and more sales. The first step is mining existing relationships for more prospects. For new reps, leadership should supply the names of existing customers that can be leveraged for new contacts, according to the video. For seasoned agents, it is important to mine existing customers for new business. Read More Read more about Cable, Satellite, Information Technology   Featured Video Akamai Talks Consistency of Cloud User Experience   TMCnet Free Premium Content » The Agent Experience and its Impact on the Bottom Line » MSP Guide: Generating Service Revenue from IT Monitoring » Arm your Agents with a Virtual Assistant    Latest Blogs » Why Apple Should not Produce Low-Cost Phones » Fastest Way to Raise Revenue   Featured Channels » Master Agent » Cloud Business » MSP Today - Featured Articles   Webinars Download One of Our Webinars Today to learn about new opportunities to enhance your business. http://www.tmcnet.com/webinar/   Become a TMCnet Columnist! Become a TMCnet columnist! Want to contribute your expertise to a growing audience of technology professionals? Become a writer, blogger or columnist for the TMCnet Web site and this newsletter. Contact TMCnet Group Editorial Director, Erik Linask, at elinask@tmcnet.com for details.

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