Khali Henderson Blog

Hullabaloo Over Hosted VoIP

Sun, 28 Jun 2009 18:26:23 PDT

Hosted VoIP has the ability to polarize a discussion almost as quick as politics and religion. A recent discussion at Channel Partners Network, the LinkedIn group hosted by PHONE+ and the Channel Partners Conference & Expo, bears this out.The genesis of the discussion was a blog posted at Internet Telephony about the VoIP Surge Theory, which basically asserts that the ...

Sales Quotas vs. Consultative Sales

Tue, 23 Jun 2009 07:33:05 PDT

Many of my recent blogs have been talking about the changing role of the telecom agent – from order taker to trusted adviser. I’ve covered:the misperception of the agent modelagents’ need for a new imagewhat defines a solutions providerthe changing role of the tech salespersonAll of these blogs have roots in the move to consultative selling approach. So, I was ...

Where’s the Big Payday?

Tue, 16 Jun 2009 10:56:36 PDT

Another agent equity program debuted last week. That got me thinking about whether or not agents are interested in equity plays. The hullabaloo over equity in the late ‘90s really fizzled out. That’s no surprise since the Telecom Bust soon followed, leaving CLECs’ and resellers’ hopes of being bought for ridiculous multiples dashed. Agents’ hopes of cashing in went right ...