Chapter 9. How to Sell Voice and Unified Communications

After reading about all the features of the products and services presented in this book you might assume selling voice and unified communications products and services would be easy for a Microsoft partner or Microsoft sales representative. Unfortunately, this is not the case. Largely due to products such as Vonage and Skype, which provide consumer-focused solutions with a lack of security or quality of service, VoIP products and services in general have a horrible reputation, definitely scaring businesses away from purchasing and investing in VoIP technology, which is why I changed the title of this book for one! Another reason for VoIP sales trouble has to do with flat-out ...

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