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Why Your Sales Team Has Trouble Selling Cloud

Starring Susie SalesAs told by

Jeff Nessen, CEO, Progentus

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Susie loves to sell

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Susie loves to Win!

She loves to sell the things the company wants her to sell

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Believe it or not!

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Susie’s problem…

Shrinking Profits

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We tell Susie, “To get back lost profit…”

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“You have to learn to sell solutions!”

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Susie frustrates us!

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Why can’t Susie sell solutions?

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Why?

Human Nature

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What makes Susie tick?

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Maslow’s Hierarchy of Needs

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Susie is pretty happy!

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Susie is pretty happy!

You can’t teach an old dog new tricks.

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Unless things really bomb!

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How can we help Susie?

Cater to her basic human needs

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How can we help Susie?

Stop asking her to sell different and give her a different thing to sell

the way she knows how.

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Susie is an awesome at…

Figuring out the customers needs, turning around a quote and getting an order…

In like 2 days!

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So why mess up a good thing?

Let Susie sell cloud the same way!

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That’s just productizing services!

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Productizing is Commoditizing

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Productizing is Commoditizing

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Susie hates commodities

Susie longs for the days when her customers relied on her

?

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The new “Special Sauce”

Why do your customers want to do business with you?

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The definition of a Solution

Dictionary.com defines it as:

"The act of solving a problem, question, etc."

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The definition of a Solution

Dictionary.com defines it as:

"The act of solving a problem, question, etc."

Nowhere does it say:

"Combine hardware,

software and services"

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Your opportunity

9 out of 10 CIO's interviewed by CIO Magazine say they will be

out of the infrastructure business in 10 years.

For the next 5 years they will be looking for solutions that bring them real business value

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Your solutions are only worth the value your customer puts

on them!

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The Golden Key!

The most important thing you can do...

Ensure your solution is valuable to your customer!

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How do you establish value?

• Understand the business impact of your offering

• Define the questions you need to ask your customers

• Analysis of how the answers impact your customers business

• Quantify the metrics that are appropriate for your customers situation

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Every customer is unique!

Every customers reason for purchasing is

unique!

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Talk about what matters

Customers do projects for two reasons…

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The power of communications

A study conducted by Indiana University proves marketing without alignment actually lowers gross profit!

Alignment of Marketing, Sales, Strategy, Professional Services and overall company

mission generates the highest profit.

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Lead with your value!

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For additional informationvisit us @

www.progentus.com

Thank you for your time!