Page 28 - How to Sell Cloud Services for Resellers - HSCR

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 customer is in the buying timeline we looked 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”