Page 19 - How to Sell Cloud Services for Resellers - HSCR

Challenges for You as a Sales Person

• Known as Tech Provider, not Business Advisor
• Have current relationships limited to IT (and they may be oblivious or

defensive)
• Access to right people
• Knowing their business/what to ask
• Delivery of service outside of your control
• Access to Proof of Concept or Testimonials
• Different type of financial justification
• Slower sales cycles?

• Not necessarily – sell services, audits, assessments.