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Keep up-to-date with all the latest news, articles, event and product updates posted on Developing Telecoms.
Subscribe to our FREE weekly email newsletters for the latest telecom info in developing and emerging markets globally.

Keep up-to-date with all the latest news, articles, event and product updates posted on Developing Telecoms.
Subscribe to our FREE weekly email newsletters for the latest telecom info in developing and emerging markets globally.

This Industry Viewpoint was authored by Andrés Irlando, President of Zayo Group

The COVID-19 pandemic accelerated a shift online. Some businesses adopted digital tools for the first time, while many others significantly increased their reliance on technology. … [visit site to read more]

A project that could massively expand the available infrastructure for 5G in Brazil has been mooted by two major players in their fields in that country.

Brazilian telecoms company Surf Tech has reportedly signed a partnership with Rumo, a logistics company with a strong focus on railways, to jointly implement a rail-based fibre optic network on the country’s railway lines – to the benefit, it is hoped, of 5G.

The Tele.Síntese telecommunications, internet and ICTs portal says that the initial investment is estimated at R$1.5 billion (about $275.5 million), which will be raised through the issuance of debentures by Surf Tech.

Rumo’s participation appears to involve the assignment of the right to deploy optical fibre along the railway tracks it manages. The project could target as much as 14,000 kilometres of tracks managed by Rumo.

Local newspaper reports suggest that the network, designed to handle traffic of up to one billion Gpbs, could be a million times more powerful than an undersea cable connecting Brazil to the United States, with a transformative effect on the implementation of 5G in Brazil.

In fact more than 500 municipalities that currently host train lines managed by Rumo could benefit. Implemented by Surf Tech, such a project could be a major boost to sectors such as logistics, health and education.

Both parties are understandably upbeat about the prospects for such a project. According to the Executive Consulting Manager of Rumo, Renato Caldo, the partnership is “a milestone for the country’s infrastructure”. However, it’s now a question of when and how it might actually happen.

Sales presentations are proposals for a product or service and can be either formal or informal. A sales pitch is more relaxed than a presentation template and is often used to make initial contact with potential customers. It should always have three things:

1. A clear introduction of who you are
2. What you’re offering
3. The benefits of your offer

This blog post is about personalizing your sales pitch. A good sales pitch appeals to the needs and desires of the person on the other side of the table. But how do you tailor your pitch when you do not know who your audience is? 

Keep reading to learn six tips on personalizing your next sales pitch.

1. Do Your Homework

Leads and customers will respect the fact you took the time to research them and their company. You do not need to go to the extent of internet stalking to know where their last family vacation was. But you should be familiar with the company, their key priorities, and where they have offices. Doing your research will show how invested you are in taking this connection seriously.

2. Use Their Name

Thanks to your research, you should have all the information you need about the contact. Whether writing an email or making a phone call, you should always state the lead’s name, title, and company. 

A good backup plan is to research additional persons in the company with a similar role or title. In case the lead you are trying to contact is unavailable, you can quickly ask to speak with someone else. 

3. Say Your Name

While you’re at it, make sure you say your name! Stating your name more than once will ensure the person you speak to will remember it. Start the conversation with your name, title, and company. If it comes up naturally throughout the conversation, drop your name again. If not, wait until the end to remind them. It is best practice to share credentials often to establish credibility and add a personal connection.

4. Have a Solution to Their Problem

By researching your customer, you should be aware of one of the biggest problems they are facing. Perhaps their current provider has unreachable sales quotas, or their solution does not offer the latest unified communications features. Not all problems are surface-level, and your lead may not even know them. 

For example, in your research, you may have found your lead currently does not offer SMS. You now have an opportunity to showcase the benefits of adding this additional feature to their existing offering. 

Everyone has the ‘best’ solutions, but your customer wants to hear how your solutions can help them. If you can not provide the results, do not waste your time by contacting them.

5. Match Their Behavior

If you connect with a direct and results-driven person, match their attitude by showing them stats and getting to the point. But, if the lead is friendly and chatty, don’t be afraid to open up and give them the floor to speak. 

No person is the same; therefore, no sales pitch will be the same. Adjust your strategies accordingly and treat the exchange as a conversation rather than you reading directly off a script.

6. Make them Feel Important

As we draw our post close, the most essential tip is ensuring your lead feels important. Let the person know how you found their company and discuss their recently published blog post. Or tell the individual that your marketing department identified their company as a good fit for a partnership.

When you make your lead feel important, you can gauge their timeline and assist them in deciding if they want to proceed with the next steps. 

Do you want to hear our sales pitch? Contact our sales team today!

Keep up-to-date with all the latest news, articles, event and product updates posted on Developing Telecoms.
Subscribe to our FREE weekly email newsletters for the latest telecom info in developing and emerging markets globally.