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Handling Objections: Handhelds
12:00 AM EST Mon. Nov. 19, 2007
From the November 19, 2007 issue of CRN Tech
On how she engages customers about the pros and cons of using handhelds in a networked world:
Certainly, whenever a customer sees me with mine, they're interested in the process and how it works. I've had a handheld for a long time and probably even a year ago many of our customers would think it's too technical for them [to use across a network]. It was the kind of device only a geek could use. It's not that way anymore. People realize the advantages of being connected. We don't meet resistance now too often to the idea of mobility.
On partnering with a technology company to provide the full benefits of connectivity via handheld:
We've recently been working with Microsoft to become a Unified Communications go-to partner. That's going to take the whole mobility piece to a whole, new level. I was driving to a customer a couple of weeks ago. I went to the communications server, set it to forward my calls to my cell and while I was on the road, anyone calling me at the office—through the communication server—rang straight through to me on the road. It can even read my e-mail to me over the phone. I don't think customers even have an inkling yet of what they can do.
