(PRWEB) May 13, 2008
IP Office Ltd, a leading supplier of business communications solutions is aiming to change the way customers buy their VOIP (Voice over IP) telephone systems.
Richard Hill, a VOIP Sales Specialist with IP Office says, "For too long customers have had to try and make buying decisions for what in reality are key strategic business tools based on product information and price." He continues, "The trouble is, most people who are buying these systems are not Telecoms specialists and find it very hard to ‘cut through the technobabble’ and hence often make a less than optimal decision for their business."
Having recently attended a Strategic Selling course, laid on by their key principle, Avaya and run by ICDL-The Business Accelerators, Hill says, "This course opened my eyes to a whole new way of selling – showing the customer how our offering delivers real sustainable revenue growth to their business, instead of simply selling product or a ‘solution’."
The results speak for themselves. Within 4 weeks of attending the training, Hill took this new approach to a prospect; evidenced the business value he was able to deliver by showing the customer that by using the new system in an innovative way, they could add a minimum £500,000 pounds per annum of new revenue to their business.
Unsurprisingly, he won the deal – quickly and without competition! In a cut-throat, complex market, selling VOIP systems, a technology that customers’ often don’t understand, Hill has created real success, both for IP Office Ltd, but more importantly, for IP Office’s customers. Remove the technobabble and sell the business value. Hill and IP Office have seen the light – their customers are in for a far better buying experience and Avaya, who funded the programme, are delighted.
Hill says, "Following the training Avaya provided, I am hugely enthusiastic. I have won a significant piece of business within 4 weeks of the training and have already got additional meetings with senior decision makers in even bigger prospects as a result of my initial success. Thank you Avaya for providing this excellent training for your SMB channel partners."
About IP Office:
IP Office Ltd part of one of the largest and fastest growing reseller groups with over 10,000 customers in the UK and 1 Million worldwide, dedicated to providing superior results by designing, installing and managing customers existing and new networks to create value and enhance business performance. Our portfolio is chosen from world class companies renowned for their innovation, reliability and above all quality.
About Richard Hill:
Hill is 37 yrs old and has been in sales for most of his career. He has spent the last 10 years working in the Telecommunications industry, 8 of which were spent as a field sales consultant and 2 years were spent as a Call Centre Manager and Trainer of new field sales staff.
Hill joined IP Office Ltd as a Senior Sales Consultant in January 2008 with plans to help IP Office Ltd continue to expand its customer base throughout the UK. His reasons for accepting the role at IP Office Ltd were the forward thinking approach of the Company Directors; and the outstanding product portfolio IP Office Ltd offers.
Hill’s outside interests revolve around family life and sports.
About ICDL – The Business Accelerators:
ICDL's whole philosophy is based on providing programmes of structured thinking that enables our clients to create differentiation and competitive advantage for themselves in an ever more complex and competitive marketplace.
As an organisation we are academically grounded, operating at the sharp edge of marketing, key account management and sales thinking. Our raison d'etre is to enable you to make the business changes that drive increased success for you and your organisation. We don't just tell you what to do, but we engage in the process of change with you at every step.
Whether you are engaged with our consultancy faculty strategizing about the next move; with our training faculty learning how to apply the latest thinking to your business; with our research faculty gathering the knowledge that empowers success; or with our Recruit SMART team; one thing you can be sure about is that you are dealing with seasoned, professionals, each an expert in their own field.
When change beckons, call ICDL, the natural choice for you and your organisation.
+44 (0)118 979 8433