"Voice in the Cloud" vendor SimpleSignal joined TA as a vendor member this week and I'm pretty happy about that. Well, I'm always happy when a new vendor joins TA, but I'm particularly happy when TA gets a new vendor that fills a missing spot on our "vendor lineup" - in this case, a hosted VoIP vendor that has a particularly "easy to learn" sales pitch.
Seriously. I'm just a normal telecom sales guy when I'm not writing blogs and until I met SimpleSignal's Dave Gilbert, I never really heard a SIP/UC/hosted VoIP/cloud app computing customer sales pitch that seemed all that customer friendly. All I could ever muster up when trying to explain VoIP to a business end-user was, "Well it's voice mail in your email, cell phone and desk phone ringing at the same time and multiple locations all on the same phone system - sign here."
Whenever a prospect would ask a VoIP follow-up question I'd simply sputter, "Did I mention voice mail in your email?"
Then I met Dave, who said, "Dan if you can't explain VoIP on the back of a cocktail napkin you're not going to sell much of it - but not to worry - take this cocktail napkin!" And sure enough, Dave's got VoIP explained on the back of a SimpleSignal embossed cocktail napkin.
"But Dan, you can't sell everything VoIP is to a customer all at once because it freaks them out. Pick just three benefits out of the twelve VoIP benefits and talk to your prospect about just those three. Here' I'll show you..."
And then a miracle happened. Dave pulls out of his back pocket an embossed cardbord deck of 12 "VoIP cards" printed front and back that explain the big 12 VoIP benefits from a customer's point of view. "I tell all my sales guys and partners the same thing," Dave continued.
"Before you walk into your VoIP sales appointment go through these 12 cards and pick out just the three you know to be most important to this particular prospect. Then go into the sales call, pull the three cards out one at a time, and speak from them!"
Like I said. EASY.
So anyway, if you're like me (you can sell anything to anyone once you learn the right pitch), you gotta meet Dave and his crew in DC during the Channel Partners show.
Get a SimpleSignal "VoIP cocktail napkin" and ask Dave to show you his "VoIP card" tricks.
Meet CEO Dave Gilbert or VP Michael Sterl at the Channel Partners show. Contact them at 949-429-4758 or firstname.lastname@example.org.