Page 8 - BT - How To Sell Cloud Services
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Sales Style - CPE versus Cloud Services
• TDM and BDM
• Value Based Selling– Account not Deal Management
• Understand their business
• Earlier engagement
• Drive Consumption – getting closer to the end users
• Order Fulfillment and Demand/Opportunity Creation – “Trusted Advisor”
• Service Evaluation not Product Evaluation
• Less about technical merits– features and functionality
• More about service delivery
• POC - Testimonials, References and Referrals
• Better qualification
