Page 7 - BT - How To Sell Cloud Services
P. 7

Changes?




         • Our Mindset – Products to Business Value


         • Size of Initial Deal – start small and grow – “consumption”


         • Insertion Strategy – TDM and BDM


         • Timing


         • Sales tactics – Trial/POC


         • Customer Satisfaction – “cloud services” = service industry


         • Customer Loyalty


         • Commission Plan


         • Sales Style
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