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	<title>Consultant Value Added &#187; Sales</title>
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		<title>Consultant Value Added &#187; Sales</title>
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		<title>Pricing optimization in Africa: the challenge!</title>
		<link>http://consultantvalueadded.com/2009/06/10/pricing-optimization-in-africa-the-challenge/</link>
		<comments>http://consultantvalueadded.com/2009/06/10/pricing-optimization-in-africa-the-challenge/#comments</comments>
		<pubDate>Wed, 10 Jun 2009 06:03:22 +0000</pubDate>
		<dc:creator>Carlos Valdecantos</dc:creator>
				<category><![CDATA[Consulting]]></category>
		<category><![CDATA[Emerging markets]]></category>
		<category><![CDATA[prepaid]]></category>
		<category><![CDATA[Pricing]]></category>
		<category><![CDATA[Africa]]></category>
		<category><![CDATA[Sales]]></category>

		<guid isPermaLink="false">http://consultantvalueadded.com/?p=815</guid>
		<description><![CDATA[I&#8217;ve just come from the middle east, visiting different markets where we&#8217;ve seen huge pricing competition battles among operators. One of my clients requested my point of view on pricing and how to fight in such a pricing war. Here it is. Few levers have as much power to influence profitability as pricing does. For [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=consultantvalueadded.com&#038;blog=3987427&#038;post=815&#038;subd=consultantvalueadded&#038;ref=&#038;feed=1" width="1" height="1" />]]></description>
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			<media:title type="html">cvaldecc</media:title>
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		<item>
		<title>Channel Fraud management in telecom.</title>
		<link>http://consultantvalueadded.com/2009/04/03/channel-fraud-management-in-telecom/</link>
		<comments>http://consultantvalueadded.com/2009/04/03/channel-fraud-management-in-telecom/#comments</comments>
		<pubDate>Fri, 03 Apr 2009 11:06:47 +0000</pubDate>
		<dc:creator>Carlos Valdecantos</dc:creator>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[Churn]]></category>
		<category><![CDATA[distribution]]></category>
		<category><![CDATA[fraud]]></category>

		<guid isPermaLink="false">http://consultantvalueadded.com/?p=642</guid>
		<description><![CDATA[Following my previous post related to churn management, there’s another type of churn of which I would like to post. It’s the type of churn you can’t beat with common churn reduction initiatives, as it has nothing to do with abandonment. I’m referring to churn in origin. For “churners in origin” we understand those clients [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=consultantvalueadded.com&#038;blog=3987427&#038;post=642&#038;subd=consultantvalueadded&#038;ref=&#038;feed=1" width="1" height="1" />]]></description>
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		<slash:comments>1</slash:comments>
	
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			<media:title type="html">cvaldecc</media:title>
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		<title>Cashing in on Emerging Market Mobile Distribution</title>
		<link>http://consultantvalueadded.com/2008/12/15/cashing-in-on-emerging-market-mobile-distribution/</link>
		<comments>http://consultantvalueadded.com/2008/12/15/cashing-in-on-emerging-market-mobile-distribution/#comments</comments>
		<pubDate>Mon, 15 Dec 2008 10:00:31 +0000</pubDate>
		<dc:creator>Carlos Valdecantos</dc:creator>
				<category><![CDATA[acquisition]]></category>
		<category><![CDATA[Emerging markets]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[capilarity]]></category>
		<category><![CDATA[distribution]]></category>
		<category><![CDATA[McKinsey]]></category>
		<category><![CDATA[POS]]></category>

		<guid isPermaLink="false">http://consultantvalueadded.wordpress.com/?p=389</guid>
		<description><![CDATA[FYI. Got recently the periodic publication that our McK colleagues send analyzing some interesting topics. This number is related to telecom sales and distribution. Having finished a recent assignment on this, I am pleased to see that we have similar points of view and approach to this specific issue in Africa. Please find next a [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=consultantvalueadded.com&#038;blog=3987427&#038;post=389&#038;subd=consultantvalueadded&#038;ref=&#038;feed=1" width="1" height="1" />]]></description>
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		<slash:comments>0</slash:comments>
	
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		<title>Increasing market share through sales efficiency (part ii)</title>
		<link>http://consultantvalueadded.com/2008/10/06/increasing-market-share-through-sales-efficiency-part-ii/</link>
		<comments>http://consultantvalueadded.com/2008/10/06/increasing-market-share-through-sales-efficiency-part-ii/#comments</comments>
		<pubDate>Mon, 06 Oct 2008 14:49:54 +0000</pubDate>
		<dc:creator>Carlos Valdecantos</dc:creator>
				<category><![CDATA[acquisition]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[distribution]]></category>
		<category><![CDATA[POS]]></category>
		<category><![CDATA[sales efficiency]]></category>

		<guid isPermaLink="false">http://consultantvalueadded.wordpress.com/?p=257</guid>
		<description><![CDATA[As explained in my previous post, we are supporting an African operator in increasing market share. As there’s still room for growth we are supporting them on expanding the commercial footprints in those regions with expected higher return (measured in daily activations). The main issue in the regions is that there is a significant gap [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=consultantvalueadded.com&#038;blog=3987427&#038;post=257&#038;subd=consultantvalueadded&#038;ref=&#038;feed=1" width="1" height="1" />]]></description>
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		<slash:comments>0</slash:comments>
	
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			<media:title type="html">Salex efficiency</media:title>
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		<item>
		<title>Increasing market share through sales efficiency (part i)</title>
		<link>http://consultantvalueadded.com/2008/10/01/increasing-market-share-through-sales-efficiency-%e2%80%93-the-problem-part-i/</link>
		<comments>http://consultantvalueadded.com/2008/10/01/increasing-market-share-through-sales-efficiency-%e2%80%93-the-problem-part-i/#comments</comments>
		<pubDate>Wed, 01 Oct 2008 06:09:11 +0000</pubDate>
		<dc:creator>Carlos Valdecantos</dc:creator>
				<category><![CDATA[acquisition]]></category>
		<category><![CDATA[Sales]]></category>
		<category><![CDATA[distribution]]></category>
		<category><![CDATA[efficiency]]></category>
		<category><![CDATA[mobile]]></category>
		<category><![CDATA[POS]]></category>

		<guid isPermaLink="false">http://consultantvalueadded.wordpress.com/?p=251</guid>
		<description><![CDATA[Distribution and sales efficiency is among one of the most difficult objectives to achieve for telecommunication providers in emerging markets. Sales efficiency derives on acquisition and acquisition derives on revenues. Therefore, any entrant in any market should prioritize this objective as it directly impacts the bottom line. mmC is currently supporting a mobile operator in [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=consultantvalueadded.com&#038;blog=3987427&#038;post=251&#038;subd=consultantvalueadded&#038;ref=&#038;feed=1" width="1" height="1" />]]></description>
		<wfw:commentRss>http://consultantvalueadded.com/2008/10/01/increasing-market-share-through-sales-efficiency-%e2%80%93-the-problem-part-i/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
	
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			<media:title type="html">cvaldecc</media:title>
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		<item>
		<title>Common pitfalls in sales strategy and remuneration schemes</title>
		<link>http://consultantvalueadded.com/2008/06/20/common-pitfalls-in-sales-strategy-and-remuneration-schemes/</link>
		<comments>http://consultantvalueadded.com/2008/06/20/common-pitfalls-in-sales-strategy-and-remuneration-schemes/#comments</comments>
		<pubDate>Fri, 20 Jun 2008 09:37:20 +0000</pubDate>
		<dc:creator>Carlos Valdecantos</dc:creator>
				<category><![CDATA[Sales]]></category>
		<category><![CDATA[commissioning plan]]></category>
		<category><![CDATA[fraud]]></category>

		<guid isPermaLink="false">http://consultantvalueadded.wordpress.com/?p=41</guid>
		<description><![CDATA[Working for a telecom operator in east-africa is reminding me of the old-times of the third-entrants in Europe in the lates 90s. Every visit to the country is giving me some kind of a &#8216;deja-vu&#8216; as if I had that same situation in the past. My last deja-vu is related to sales strategy and the [...]<img alt="" border="0" src="http://stats.wordpress.com/b.gif?host=consultantvalueadded.com&#038;blog=3987427&#038;post=41&#038;subd=consultantvalueadded&#038;ref=&#038;feed=1" width="1" height="1" />]]></description>
		<wfw:commentRss>http://consultantvalueadded.com/2008/06/20/common-pitfalls-in-sales-strategy-and-remuneration-schemes/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
	
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