Bill Hurley was recently named to the President’s Club by ShoreTel Products for achieving more than $1 million in sales. Hurley is currently a sales engineer at Econotel Business Systems Inc. (EBS). He has been with EBS for 26 years, having previously held roles such as technician, dispatcher and operations manager.

PBN: Have you noticed any changes/trends in the sale of telecommunications products and services in the past year?

HURLEY: When the recession started to hit a few years ago, many clients did not make system purchases, as their belts were tightened, and they focused their investments in other areas. This left a lot of clients with systems that were becoming noncompliant with their software packages, and worse, left clients with systems that are end of life/end of support. This year seemed to be the catch-up year for many industries, as they refocused their business needs and looked for technology to help them serve their clients more efficiently and to help streamline some of their applications.

PBN: Are there any specific techniques/strategies you’ve used that you feel contributed to your achievement?

HURLEY: While I am a big fan of workshops and seminars, the techniques and strategies are always the same – educate your clients, and let them make their decisions. I often tell people that I draw a map, and let them take the road best suited for their business. When you educate a person, it gives them the power to make the right decisions for their company, and creates a bond of trust between people and companies.

PBN: Can you tell us more about the Smart Building program EBS has introduced?

HURLEY: Smart Buildings is a concept created in the 1980s that allows a property owner to “host” a system that their tenants are able to connect into, allowing them the benefits and applications of the larger companies, without having to make the major investment. While EBS offers this solution for our telephone systems, this can be expanded to dial tone and Internet, as well as many other applications that are considered out of reach for small businesses. Smart Building designs also allow a property owner to offer more than just square footage for their clients. •