We’re Here to Help You Master Cloud Sales

Cloud offerings have completely changed how customers buy, with expectations for a pay-as-you-go model, without a long-term, binding contract, and where costs are based on the level of actual technology usage. To successfully adapt to this ever-evolving buyer’s journey, sales organizations need to change how they sell.

Over the coming weeks, and starting with our latest eBook, we’ll explore the specific areas you should focus on to optimize your Cloud sales strategy to drive long-term revenue growth. Here’s a quick preview of some of the key components of an effective Cloud sales strategy.

Consumption Over Acquisition

The traditional technology sales strategy was aimed in one direction: sign customers to long-term contracts and upsell over time. In many ways, it was a “moat” strategy designed to prevent competitive switch. Adopt a “land and expand” approach instead, going beyond acquisition to focusing on continued consumption and expansion. Further, change how you determine customer value, measuring customer lifetime value rather than initial contract size.

Tweak Your Team

Better leverage Inside Sales to not only drive qualified leads, but also to develop those leads through the pipeline to close. Enable your team with the right tools and technical knowledge to truly help your prospects through the buyer’s journey. Then partner them with technical sales experts who can help guide your prospects through the technical aspects that might otherwise make them seek other solutions. The Cloud buying process creates opportunities for Inside Sales to do more than lead generation – allowing them to own solutioning, quoting, and closing stages.

Learn How to Change Who You Sell to

  • Net New: When selling to net new customers, add a focus on line of business leaders so that you’re speaking to the expanded pool of decision makers in different departments at a single company. Your sales team must understand the needs and decision-making criteria of business teams like Marketing, Finance, and HR. These customers think differently and you need to show them the business value of Cloud.
  • SMB: Don’t assume the enterprise is the only way to go. Today, SMBs may represent larger value over time. The Cloud is appealing to SMBs because solutions require little to no upfront expense and offer more flexible financial payment options. Don’t miss out on the revenue opportunity SMB prospects present.

Nurture Post-Sales Relationships

If you ensure customers understand how to best use the solution you’ve sold, it helps with adoption. In addition, developing a relationship with the customer allows you to better understand their overall business initiatives. This gives you the opportunity to upsell, cross-sell and expand how the customer is using your solution.

When a satisfied user shares his or her experience, it speeds adoption across an organization. Identify your advocates and nurture them by providing ways for them to voice their opinions and give suggestions. Develop post-sale training materials, like videos and tutorials, that quickly help users understand the solution features.

Success in the Cloud world demands your sales team remain nimble and flexible, with the right technology and tools at their fingertips. Be on the lookout for upcoming blogs, eBriefs and articles, then delve deeper into how you can drive this sales transformation at your organization, and check out our latest eBook for more Cloud sales strategy advice.

Contact us today to find out how N3 can help you gain incremental revenue, increase effectiveness of prospecting and lead generation, and quickly penetrate new target markets as you transform your sales strategy.


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About the Author

Tim Killenberg

As global leader of N3’s Commercial Delivery organization, Tim focuses on driving revenue results and sales excellence for leading technology, software, and manufacturing companies. Tim has over 20 years of sales, marketing and strategy experience with high-growth companies. Connect on LinkedIn

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