Page 13 - How to Sell Cloud Services for Resellers

Supporting Student Notes

• Get agreement that this is a traditional buying process, that it’s
somewhere in this series of steps that typically we, as sales people, get
involved with customers; customers we that normally refer to as
“Prospects”.

• Agreeing this type of engagement is key to be able to demonstrate in
the next slide the disconnect this ‘traditional sales engagement’ has
between the importance of BDM engagements, which are going to
become even more important when selling strategic IT orientated
solutions and driving up “consumption”.