Canadian ISP Summit: Sell smarter or risk going under, Canadian operators told

TORONTO - The country's independent Internet service providers have been warned to change the way they market and sell themselves or risk being wiped out by more agile competitors.“Sales superiority is the only sustainable competitive advantage that your organization can truly rely on to win business,” Paul Madott, president of the Everest Performance Group, a Toronto-based sales and leadership training consulting firm told the annual Canadian ISP Summit in Toronto on Tuesday.Why? Because having the best product and the best price doesn’t guarantee a sale, said Madott, a former national sales instructor at Xerox.He urged ISP executives to think beyond...