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Telecom Sales Strategies that will Bring You Success in 2020

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Telecom Sales Strategies

With 2020 around the corner, it’s time to start thinking about telecom sales strategies that win the competition. According to experts, the worldwide telecommunications industry expects to expand to $1.5 trillion by the end of 2020. The industry is booming but fierce competition between carriers may reduce the market share of each of them. Whether you are a well-established business or a new-comer, an effective customer acquisition approach is essential . Based on the experience of telecommunication companies around the globe, we have chosen five strategies to drive in customer engagement.

1. Product Differentiation

A survey conducted in 2017, revealed that many customers don’t even know about the features of the telecom services they use everyday. Moreover, when Internet service providers name their packages like turbo or ultra, people don’t really understand what they mean. Businesses and customers speak a different language, so putting a human face on telecom services can help step-up the customer experience. After adopting this practice, Telstra, the largest Australian mobile network, saw a 17% increase in customer satisfaction.

2. Customer Experience

The best telecom sales strategies keep customer experience in mind. This approach is vital, especially when the telecom industry is known for low levels of consumer satisfaction. The most important step to take is to shed the bad reputation through improving the customer experience. There are so many things companies can do. However,  the starting point is to analyze the feedback and find the source of discontent. This is what a Hong Kong based telecom company did. They optimized their network to consequently reduce downtime and improve connectivity. Furthermore, they notified customers on removing outages whenever they occurred. In the end, the business achieved a reduction in customer complaints by 47% and 34% on 3G and 4G networks respectively.

3. Analytical Marketing

With a vast array of telecom solutions, customers feel confused and overwhelmed. There is hardly any person who needs every single service available out there. Analytical marketing is useful to understand the needs of a particular person or a group. This approach relies on customer data to learn which services suit customers based on their demographics, lifestyle, etc. As a result, businesses can break their plans into smaller segments with more personalized offers. After adopting this strategy, Turkcell managed to increase their profits by $15 million per year. Additionally, they were able to shorten their marketing cycle tenfold.

4. Content Marketing

In this day and age, content is everything. We consume tons of information on the Internet, YouTube, and social media apps. It would be foolish to ignore this channel to communicate with your prospects. Virgin Mobile, for example, seized this opportunity and teamed up with BuzzFeed to target younger auditory. The company created its own news hub that became a source of fun, entertaining, and informative content. Virgin Mobile got to achieve a friendly atmosphere and the feeling of involvement among young prospects. As a result, more than 10% of the audience started considering Virgin Mobile as their next carrier.

5. Video Marketing

A spot-on video message, similarly to an apt image, is worth a thousand words. Verizon, for example, used this strategy to showcase their products and highlight the benefits. As a result, they could improve conversion and decrease the load on their call centers. China Telecom went even further and rolled out its own streaming service. Its goal was to deliver a high-quality picture, cutting-edge technology, as well as seamless user experience. Within two years after its launch, China Telecom gained 2 million new clients. In addition to this, they got hold of around 20% of the nationwide video streaming market.

Telecom Sales Strategies Bottom Line

The key success factor in finding new customers is understanding their needs. Consequently, customer satisfaction and user experience underlie the most effective telecom sales strategies. If you struggle to boost your clientele or you see dissatisfaction, these approaches will help reverse a trend.

We’re a diverse group of industry professionals from all corners of the world. Our desire is to provide a high-quality telecoms publication that caters to an international market, offering the latest and most relevant telecoms information to businesses, entrepreneurs and enthusiasts.

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Telecoms

China’s 5G smartphone rollout hits 70% in 2021

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More than 70 percent of China’s 5G smartphones are driven by the country’s expanded network coverage and ampler models’ options, resulting in an 8.1 percent rise in sales for fifth-generation network devices.

China, a country with a mindset focused on usurping the U.S. from its throne as the world’s largest economy, is impressively playing the manufacturing field in a battle for the soul of global tech.

5G smartphones marked an impressive growth in reference to expanded network coverage and diversified bundles of models, a factor highlighted by the ever-growing device manufacturing of affordable varieties.

According to the Shanghai Daily, in September alone, the country’s sales margin hit 21.4 million units, an 8.1 percent decline from last year. However, 5G models marked a distinctive margin with 15.1 million units’ sales, leaping by 8.1 percent and resulting in 70.5 percent of total sales.

The China Academy of Information and Communications Technology (CAICT), in association with the Ministry of Industry and Information Technology, revealed state-owned telco China Mobile reported 956 million mobile users during September, with 331 million being 5G consumers.

In its third quarter, the world’s biggest mobile operator welcomed 10.2 million additional users, with the majority being 5G advocates, the telco said on Thursday.

In parallel, Big Tech giant Apple, alongside smartphones manufacturers Samsung, Oppo, and Vivo, have also initiated their 5G production plans in China.

The rising demand for Chinese manufactured 5G smartphones is merging from its low-cost influence. At the moment, 5G products cost less than $234, a factor that has been playing an influential role in heightening market demand from users, paving the way for a lesser threshold to fifth-generation networks.

In August, China Mobile, alongside the entirety of other local carriers, reported superior half-yearly performance in the last couple of years, as the country sustains a substantial digital transformation shift.

“As an early starter, China is giving mounting attention to 5G development and positioning it as a basis for national infrastructure building. That leaves carriers huge opportunities to expand their businesses,” veteran telecommunication industry analyst, Ma Jihua, informed The Global Times. 

The steering impact of vigorous 5G rollout in mainland China is manifesting itself as one of the leading factors to rising profits for the country’s domestic telcos, as long as consumer rate stays on an exponential rise as users take a higher interest in 5G technology.

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Vodafone adds 7,000 software engineers to target digital services

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Vodafone unveiled plans to add nearly 7,000 software engineers to its expanding European-wide technical workforce by 2025, through a combination of recruitment, re-skilling existing employees and insourcing.

The company said in a statement, that “Expanding its software capabilities will allow Vodafone to build differentiated products and services at lower cost and own the intellectual property (IP) rather than sourcing them through suppliers. Insourcing expertise generates savings of 20 percent, on average, for Vodafone.”

The move is part of Vodafone’s increased investment to meet surging demand for digital connectivity, which is growing by up to 50 percent every year, and has been accelerated by the pandemic.

By bringing more software skills in-house, Vodafone is driving forward its strategy to transform from a traditional telecommunications company to a new generation connectivity and digital services provider of scale across Europe and Africa.

Johan Wibergh, Chief Technology Officer of Vodafone, said: “Vodafone is rapidly shifting up the gears to support the dramatic digital transformation that businesses and society are undergoing. We are building a global software brand with a diverse and inclusive culture, providing superfast connectivity and powerful digital products – however and wherever customers want to use them.”

By 2025, more than 50 percent of all employees within Vodafone Technology will work in software engineering. Vodacom, part of Vodafone Group, is also adopting a similar strategy through the extension of digital and financial services across Africa. 

Software engineers at Vodafone will benefit from the company’s new technical career path, designed to recognise and develop technology experts into senior roles within Vodafone. They will be given the freedom to experiment and invent new services using cloud native digital architecture which will be made available to 300 million mobile customers, 28 million fixed broadband and 22 million TV customers via platforms built by Vodafone Technology.

With the springboard of a major investment of $9 billion in the last financial year, Vodafone Technology is already well advanced with its plans, based on its Tech2025 strategic blueprint

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Telecoms

Overcoming telecoms industry challenges: Tackling the key problems

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Overcoming telecoms industry challenges: Tackling the key problems

According to analysis by Digital Commerce 360, 81 percent of buyers used digital channels to make telecom-related purchases during COVID-19, and 36 percent plan to use digital channels more in 2021. However, the rise of digitalisation presents telecommunications with both opportunities and challenges.

Telecommunications is an industry battling constant change. A lack of connectivity in rural areas, hurdles to the full fifth generation (5G) rollout and the impact from the pandemic are just some of many challenges it must overcome in order to thrive.

And that’s not all. In an increasingly competitive market, customer demands for a faster and more personalised service mean that telcos of all sizes are constantly needing to adapt to stay ahead. To help telecommunications companies navigate an ever-changing landscape, software provider Mobilise, which has worked with service providers including Virgin and Red Bull Mobile, has shed light on some of the key challenges telcos face in 2021.

Digitalisation, competition between operators and the use of data analytics all need to be understood and overcome. Firstly, digitalisation impacts every step of the customer journey. eSIMs, for example, will be compatible in 60 percent of smartphones by 2025 and represent a significant opportunity for providers.

Mobilise provides eSIM as a service, supported by Mobilise’s M-Connect digital platform, to help service providers accelerate eSIM adoption while minimising costs, time to market and project risks. Onboarding customers with eSIMs, in place of traditional SIM cards, allows instant onboarding to encourage a more streamlined activation process. In addition, telcos can reduce logistics costs and can target the wider market for eSIM-enabled devices. Without seriously considering eSIMs, telcos could risk losing customers to other providers.

In addition, telcos must consider how customer expectations are changing. They want more flexibility, personalisation, and more meaningful interactions with providers. Competition between mobile network operators (MNOs) and mobile virtual network operators (MVNOs) is fierce. Smaller MVNOs are trying to keep up with their larger counterparts, and as customer expectations change, MVNOs must define their niche.

In addition, the M-Connect platform supports several other customisable services that can help MVNOs to better position themselves in the industry. The interface enables customers to buy and manage subscriptions independently and permits sales and customer service staff to manage customer demands with greater agility. “With M-Connect we’ve seen companies improve their net promoter score (NPS) by 25 percent.

M-Connect also enables advanced data analytics, an area that has thus far seen slow adoption across the industry. Previously, analytics, reporting and data management have largely been regarded as ’add-ons‘. However, we believe that analytics should be mandatory.

Analytical tools can be used to monitor how customers interact with a telecoms service, providing opportunity to enhance the user’s experience. This can incorporate technologies including artificial intelligence, which can be used to predict and prevent churn and improve customer retention.

Telcos must pay attention to changes in industry and the shifting expectations of their customers. Integrating technologies such as eSIMs and predictive analytics offers many operational and user benefits that could be key to overcoming common challenges.

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