Partners Learn During Lunch

Dozens of agents joined the latest iteration of the Selling Techniques Luncheon on Tuesday to discuss best practices for reaching clients with different technologies.

Topics included cloud, unified communications, hosted VoIP, Ethernet, energy, conferencing and collaboration, SIP trunking, wireless/mobility and MPLS. Attendees sat at the table of their choice, enjoying sandwiches, chips, apples and cookies provided by eight sponsors: AireSpring, Alteva, CMS, IBM, Quest, SimpleWAN and ViaWest.

Participants and moderators talked about various approaches for selling each of the applicable technologies. Many discussed the challenges they have encountered over the years, lending insight for people newer to selling the service in question. They also covered ideal prospects partners should target, the best questions to ask to qualify those leads, and how they expect the ways they are selling the services to change in the coming months, if at all.

On the whole, the Selling Techniques Luncheon the second after the inaugural event in Chicago gave partners a chance to share their experience and gain insight from one another.