Page 11 - HSCR Slides - delegate version_Neat
P. 11
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 user
• Order Fulfillment and Demand/Opportunity Creation – ”Trusted Advisor”
• Service Evaluation not Product Evaluation
• Less about technical merits
• More about service delivery
• POC - Testimonials, References and Referrals
• Better qualification?
