Competitors poach your clients with slightly lower tariffs because you have no "sticky" value-added services.
Your field team only visits a building after a competitor has laid fiber. No proactive mapping.
Sales reps are comfortable selling Internet Leased Lines (ILL) but freeze when asked about IoT or Cloud bundles.
Training reps to bundle Connectivity + Security + Devices. This increases Average Revenue Per User (ARPU) and stickiness.
Structuring the team effectively: Hunters map buildings and industrial parks; Farmers maximize wallet share in existing accounts.
Helping your Pre-Sales/Solution Architects communicate business value, not just technical specs like "latency" and "throughput."
“Our Key Account Managers were just taking renewal orders. Sales Fundas trained them on ‘Digital Transformation’ conversations. We successfully cross-sold Cloud Telephony to 40% of our existing base.”
Stop competing on price. Start competing on capability.
