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At Copper Conferencing, we strive to continually improve upon our Partner Program and a big part of this effort is to be talking to our partners on a regular basis. We recently spoke to Mike McKenney, the Director of Partner Sales at Intelisys and ask him the following questions.
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What would you say to an agent who was not yet selling conferencing, but considering it? |
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Simply ask your customers the following two questions:
- Who do you use for conferencing?
- Can I set up a Copper Conferencing demo to show you how much increased feature/functionality you can gain at a reduced expense?
If you are not taking the time to ask those two extra questions in every sales appointment to qualify for conference calling applications, you are cheating yourself out of both lucrative commissions and a proven way of making your client relationships stickier. The Copper Team will help you close the sale from there!! Talk about low cost of sale, they work for you without being on your payroll. |
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How would you advise agents to position conferencing services to their customers? |
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Sales Partners should position conferencing services as a proven technology that delivers the customer increased productivity, reduced operational expenses, and a competitive edge in the respective markets. In the current economic climate, that value prop will resonate with almost every prospect.
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How would you advise agents to position conferencing services to their customers? |
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Sales Partners should position conferencing services as a proven technology that delivers the customer increased productivity, reduced operational expenses, and a competitive edge in the respective markets. In the current economic climate, that value prop will resonate with almost every prospect. |
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What would you say to an agent who tells you there is not money to be made selling conferencing? |
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Not true..where else can you make up to 50% residuals on a service that is so easy to sign a customer up for, turns up overnight, is viral in its growth throughout an enterprise account, and commissions start rolling in so much faster than with traditional telecom services. There's gold in them thar hills and it's conferencing! |
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Have conferencing opportunities led to other revenue generating products? |
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Certainly, many Sales Partners lead with conferencing because it's so easy to get in the door with. The rest of the telecom services become a pull through once the customer relationship is established. |
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Intelisys has their choice of conferencing providers? Why Copper Conferencing? |
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Intelisys added Copper to our supplier roster because the Management Team at Copper has a proven track record of embracing the indirect channel and delivering an exceptional experience to both our Sales Partners and their end-user customers. |
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