Growing Sales in a Tough Economy

By Jim Butler

Many years ago, I accepted a sales position which required me to relocate from Chicago IL to Dallas TX. As a frequent traveler, I had a relationship with a trusted travel agent in Chicago who I continued to use when I relocated to Dallas. I often flew on American Airlines, and my travel agent helped me choose the right American flights to keep me on time and within budget. A few months into the new job, my company decided that all travel would be coordinated through a new travel agency who was selected to reduce costs. The new travel agent began to book me on an upstart “alternative” carrier called Southwest Airlines. Yes, I’m old enough to remember Southwest as an upstart! Southwest got me to the places I needed to go, on time, and significantly reduced my air travel expenses. I was a happy camper, as was my company.

My former travel agent called me and asked why I had not been booking flights with her. I explained the situation and mentioned that I had started flying Southwest. She indicated that she could book me on Southwest if I would move my business back to her agency. This offer begged a question. I asked “Why didn’t you tell me about Southwest Airlines 3 months ago?” Her answer was “Well, you never asked”.

There are a couple of lessons to be learned from this story. First, if your customer has to ask you for the specific solutions to help their business, are you really their trusted advisor? Second, if you don’t tell them about value solutions, someone else will.

With sobering economic news bombarding us each day, it’s important to understand how to position your company to leverage reductions in IT spending to your advantage. Here at Digium, we have seen demand grow significantly for both our Switchvox and open-source Asterisk solutions as customers look for solutions which offer more value to their business. Economic realities are forcing customers to look at “alternative” brands to complete projects that began when only “incumbent” brands were considered as viable options.

As a Digium reseller, you are well-positioned to take advantage of the current environment by showing your customers how they can reduce operating costs, increase revenue, and improve employee productivity by investing in their voice communication systems. Digium’s solutions can accomplish all this, and provide a much faster return on investment than traditional solutions. As trusted advisors to your customers, you are in a unique position to introduce them to “alternative” brands at a time when they are most willing to listen.

If you are a reseller or integrator looking to win more business in this tough economic climate, come visit us at Digium Asterisk World!

Jim Butler

Digium, Inc. | Director of Global Channel Sales

445 Jan Davis Drive NW – Huntsville, AL 35806 – USA

256-428-6019 – 1 number finds me!

[email protected]

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