From the course: Selling into Industries: Telecommunications
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The complex telecommunications sale
From the course: Selling into Industries: Telecommunications
The complex telecommunications sale
- We all know a sale can become complex for a variety of reasons. Maybe it's the number of decision makers involved. Maybe ti's the length of the sale cycle. Or maybe it's the perceived risk to the customer. In telecommunications, there is an extra layer of complexity when you take into account regulation, new technologies, and increasing competition. How do you sell into this highly complex industry? First, you need to define your target market. Telecommunications is a big industry that includes a diverse group of businesses, and not everyone in the market is a good fit for you. Your target market are those customers that have the highest likelihood of buying from you. Defining your target market doesn't mean you exclude buyers. It means you are being more efficient with your time, money, and resources. An example might be small rural telcos servicing three or fewer counties. Or perhaps you specialize in servicing telcos that provide internet and telephone services in the Southeast…
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