selling on value

"The telecom industry needs to stop selling on price in a race to see who is cheaper, and start selling on value, according to the president and CEO of VoIP wholesaler New Global Telecom. Rich Grange believes there is a much better sales story for business VoIP--one based around total cost of ownership--and he sees the market responding. "On the consumer side, the race to zero is still on," Grange said. "On the business side, we see more service providers focused on selling value."