Page 26 - How to Sell Cloud Services for Resellers

Supporting Student Notes

• Although a simple engagement/insertion activity, there are a number of benefits.
Some delegates may already be having these discussions and that’s fine.

• This sales activity acts as a Barometer, helping us qualify where the the customer is
in the buying timeline we looked at at the beginning.

• Improved Qualification - more effective selling
• More Strategic – not just focusing on next sale
• More Proactive Engagement – not being reactive RFPs but influencing them
• Earlier Engagement in Buying Processes – which increases win rates significantly
• Improved Contact Strategy – might allow you to get higher in the account. Level of

discussion could be “above pay grade” of current contact. “You will always be
referred to the person you most sound like” – hence talk strategy not technical, you
get referred “Higher and Wider”