<div style="display:inline;"> <img height="1" width="1" style="border-style:none;" alt="" src="//googleads.g.doubleclick.net/pagead/viewthroughconversion/953613680/?value=0&amp;guid=ON&amp;script=0">

{% set baseFontFamily = "Open Sans" %} /* Add the font family you wish to use. You may need to import it above. */

{% set headerFontFamily = "Open Sans" %} /* This affects only headers on the site. Add the font family you wish to use. You may need to import it above. */

{% set textColor = "#565656" %} /* This sets the universal color of dark text on the site */

{% set pageCenter = "1100px" %} /* This sets the width of the website */

{% set headerType = "fixed" %} /* To make this a fixed header, change the value to "fixed" - otherwise, set it to "static" */

{% set lightGreyColor = "#f7f7f7" %} /* This affects all grey background sections */

{% set baseFontWeight = "normal" %} /* More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set headerFontWeight = "normal" %} /* For Headers; More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set buttonRadius = '40px' %} /* "0" for square edges, "10px" for rounded edges, "40px" for pill shape; This will change all buttons */

After you have updated your stylesheet, make sure you turn this module off

Cloud Computing Sales – Think Outside the Box

by Kittie Walker on December 13, 2012

Cloud Computing SalesWhat makes a company great at cloud computing sales? It might seem like some companies have a gift for making sales, that they are just innately better at it than you are, but that is simply not the case.

Like most things in business, it comes down to thorough research and knowing your market inside out. After all, making cloud computing sales comes down to your ability to persuade your prospect that you are up to the task and that their business is safe in your hands.

You need to think outside the box and not just attempt to compete on price and by employing sales tactics that play on the client’s fears. Instead, make sure that you address as many of their concerns as possible upfront. Here are some of the most common concerns that you’ll need to allay:

  • Answer questions about continuity of business/exit strategies should you cease to trade or in the event that you merge your business with another cloud computing sales provider. This one seems to come up more often if you’re less established in your marketplace.

  • Have answers to all the main security concerns.

  • Have plenty of social proof to back up your success rates, service uptimes, and so on.

  • Provide easy access for clients to extract their data on a regular basis.

  • Have case studies showing some of the custom solutions that you’ve provided and how your services can integrate with other applications.

  • Provide the ability to switch on and off certain aspects of updates. Recognize that some of the companies that use your services may have another layer of applications on top of yours. So although pushing out updates quickly is a major selling point, it can also be a negative one.

Really step into your client’s shoes so that you can visualize all their needs and concerns. Get all of the information together upfront that will help you to allay these concerns and you’ll find that you have a more effective sales pitch

 

Does your company have an effective cloud computing sales pitch? Share your thoughts with us in the Comments section.  

 

And to follow-through on the tips introduced in this short article, be sure to download your free copy of the special report on 7 IT Sales Secrets for Attracting High-Lifetime-Value Clients

Click me

 

Wikimedia Commons Image Source: Davide Lamanna

 


Topics: IT marketing, IT sales, cloud service providers

Schedule Your Free 25-Minute Consultation

How does your revenue growth strategy stack up against the competition and industry best practices?

Schedule Your Free Consultation