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Take Advantage Of The Explosive Growth Of The Fiber Optics Market

Spectrum Business Partner Program
Spectrum Business Partner Program

Telecom agents face a unique set of challenges when trying to sell enterprises on the benefits of fiber optic technologies. Read on to learn how telecom industry sales professionals can use the "six stage" approach to enterprise selling for success in the fiber optics market.

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enterprise.spectrum.com | 855.214.1641 The global fiber optics market is expected to be worth an estimated $3 billion by 2019. Recent industry statistics paint a picture of strong growth, especially in North America, Europe, and the Asia- Pacific region. This technology, which was heavily hyped during the initial phases of the Internet boom of the 1990s, has recently made a major comeback. As bandwidth demands continue to increase, fiber optic technologies are best suited to handle the reliable and fast transmission of large amounts of data across long distances. Selling Enterprises On Fiber Optics Telecom agents face a unique set of challenges when trying to sell enterprises on the benefits of fiber optic technologies. Common examples include: Limited access to key decision makers A complex buying cycle that makes it difficult to switch from one technology to another Preexisting contracts with service providers that have the enterprise locked in to another technology or provider The 6 Stages Of Enterprise Selling The six pillars used to guide professionals through the selling and deal-closing processes include: Identifying goals. Set account-specific and territory-specific objectives. Find leads and opportunities. Seek out opportunities that are most likely to close the gap toward the goals identified in the previous step. Engage prospective clients. Use proven techniques to get access to high-level decision makers. Beyond referrals, telecom agents can deliberately ask questions that exceed the scope of a mid-level contacts duties, potentially opening the door to direct contact with a more senior executive. Create customized solutions. Take the time to listen. Understand the particular prospects unique needs, and create a custom solution to address them. Submit a proposal. Highlight benefits and illustrate the specific ways in which the custom solution will help the client. Provide good service. Relationships dont end with a sale. Continue to be accessible to clients and provide timely responses to their concerns. TAKE ADVANTAGE OF THE EXPLOSIVE GROWTH OF THE FIBER OPTICS MARKET
enterprise.spectrum.com | 855.214.1641 息2016 Charter Communications.速 Restrictions apply. Services may not be available in all areas. Call for details.EBP-***-01-1511.1-T-W The Channel Partner Program offered by Spectrum Business is an ideal way for agents and resellers to grow their businesses and enjoy heightened levels of career success. With best-in-class solutions for enterprises and a complete range of support resources, Spectrum Business can help increase revenue and foster long-term relationships with profitable clients. To learn more, please visit Spectrum Business.

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Take Advantage Of The Explosive Growth Of The Fiber Optics Market

  • 1. enterprise.spectrum.com | 855.214.1641 The global fiber optics market is expected to be worth an estimated $3 billion by 2019. Recent industry statistics paint a picture of strong growth, especially in North America, Europe, and the Asia- Pacific region. This technology, which was heavily hyped during the initial phases of the Internet boom of the 1990s, has recently made a major comeback. As bandwidth demands continue to increase, fiber optic technologies are best suited to handle the reliable and fast transmission of large amounts of data across long distances. Selling Enterprises On Fiber Optics Telecom agents face a unique set of challenges when trying to sell enterprises on the benefits of fiber optic technologies. Common examples include: Limited access to key decision makers A complex buying cycle that makes it difficult to switch from one technology to another Preexisting contracts with service providers that have the enterprise locked in to another technology or provider The 6 Stages Of Enterprise Selling The six pillars used to guide professionals through the selling and deal-closing processes include: Identifying goals. Set account-specific and territory-specific objectives. Find leads and opportunities. Seek out opportunities that are most likely to close the gap toward the goals identified in the previous step. Engage prospective clients. Use proven techniques to get access to high-level decision makers. Beyond referrals, telecom agents can deliberately ask questions that exceed the scope of a mid-level contacts duties, potentially opening the door to direct contact with a more senior executive. Create customized solutions. Take the time to listen. Understand the particular prospects unique needs, and create a custom solution to address them. Submit a proposal. Highlight benefits and illustrate the specific ways in which the custom solution will help the client. Provide good service. Relationships dont end with a sale. Continue to be accessible to clients and provide timely responses to their concerns. TAKE ADVANTAGE OF THE EXPLOSIVE GROWTH OF THE FIBER OPTICS MARKET
  • 2. enterprise.spectrum.com | 855.214.1641 息2016 Charter Communications.速 Restrictions apply. Services may not be available in all areas. Call for details.EBP-***-01-1511.1-T-W The Channel Partner Program offered by Spectrum Business is an ideal way for agents and resellers to grow their businesses and enjoy heightened levels of career success. With best-in-class solutions for enterprises and a complete range of support resources, Spectrum Business can help increase revenue and foster long-term relationships with profitable clients. To learn more, please visit Spectrum Business.