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Master Agent TBI Partners with XO and ADTRAN to Develop Innovative Trainings

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Master Agent TBI Partners with XO and ADTRAN to Develop Innovative Trainings

 
June 09, 2010

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  By Susan J. Campbell, TMCnet Contributing Editor
 


In any industry, your company's ability to drive revenue and grow profit margins is only as strong as your sales team. When that sales team exists within the contact center, excellent training is necessary to achieve the established corporate goals. When new products are added to the mix, bringing in experts can help move the process along.


Following along with this concept, TBI has partnered with XO Communications and ADTRAN to sponsor training across the country. The first destination for this innovative group was Los Angeles and the Santa Anita Raceway. The group then moved on to San Francisco at the Golden Gate Fields. The partners are scheduled to work together again at the Arlington Park Race Track on June 17.

The concept behind this partnership is based on a TBI invitation to existing agents and agent prospects that know network services and sell XO, but lack the total product knowledge on the full ADTRAN (News - Alert) offering. VARs are also invited to participate to learn about making commissions while selling network services and gaining more information on XO.

In this offering, TBI ties together support, back office quoting and contract generation, as well as demonstrating the commission payout for all three. The company offers a presentation on how the process works and ADTRAN provides a presentation on the benefits of their Netvanta 7100 phone system. XO rounds out the event with a presentation on the value of their MPLS network, PRI service and Integrated T-1 service in that market.

While the training is key to advancing success in the market with these solutions, according to Ken Mercer, senior vice president of TBI, the event is topped off with a lunch, socialization time and horse races. "Such an approach ensures the partners can bring together innovative solutions and training, while incorporating fun and networking opportunities. The overall response has been tremendous and could lead to additional events," he said.

As a result of these innovative trainings - and their entertaining settings - TBI has signed a number of new agents from the network and VAR side. In addition, the company is on the verge of closing some very large phone system deals with ADTRAN, as well as XO network solutions. Each success can be directly attributed to these events, according to Mercer.

Susan J. Campbell is a contributing editor for TMCnet and has also written for eastbiz.com. To read more of Susan's articles, please visit her columnist page.

Edited by Erin Harrison
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