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How to Sell Cloud – 3 Critical Requirements
As more and more organizations decide they want to pro-actively position their solutions for consumption in the cloud, I thought I’d take some time to pass on a few of the main messages I’ve been hearing from businesses that buy cloud solutions. To follow are three critical requirements from a customer perspective that must be met in order for them to make a buying decision in favor of a cloud solution.
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In today’s era of customer engagement, brands are betting big on social media as a long term customer relationship management mechanism. Yet, many in the B2B space continue to stand on the sideline wondering how and why they should get involved – “but I’m not selling to regular customers,” they exclaim, “who’s going to be interested in tweets and Facebook posts about enterprise software solutions?” Perhaps true, but that doesn’t mean social media cannot be utilized effectively by B2B companies.
Here are 5 tips that B2B brands can employ …
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Buying behaviours are changing. Software packaging and pricing strategies are being forced to adapt in order for partners to remain competitive. Countless new products are being offered to the market, many of which were born in this new and constantly changing world of CRM and ERP software sales.
With so many changes to both the competitive landscape and the buying preferences, it’s becoming increasingly important for partners to look beyond traditional ways of marketing and selling. Generally we see sales defaulting to marketing to deliver leads, which they quickly deem unqualified. Marketing responds with a need for more visibility into the results, because they are unable to determine why every lead is unqualified. And round and round they go. This doesn’t help anyone drive revenues or succeed in their role.
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While we strongly recommend Microsoft partners establish their own brand instead of mimicking Microsoft there are certainly instances where developing a Microsoft themed landing page or micro-site is appropriate.
To kickstart your Windows 8 style HTML/CSS development I’ve collected a few resources: …
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Summer is ending, back to school signals the start of the Fall Selling Season or does it?
Take a quick look back and compare the following benchmarks for your company over the past four years:
- The number of new customer additions (new license sales only – not transfer of VAR)
- The number of deals you chased that you didn’t win.
- Your cost of sale (includes all your sales rated costs + marketing costs dived by the number of net new customer additions).
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A Changing Tide
Sales professionals are increasingly encountering an extremely well-informed buying community that is more often than not looking towards unbiased 3rd party sources or peer groups to validate vendor claims rather than to the vendors themselves. This significant shift in engagement behaviour has far reaching implications on sales strategy as prospects no longer need to identify or expose themselves in advance of a purchasing decision.
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There’s something about boarding a plane to another continent that causes one to reflect on how things are different (and the same) in different parts of the globe. As I head to post-Olympic London, I can’t help but wonder about whether the inflection point for Cloud demand has been passed in both Europe and North America.
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An SEO site audit is a critical first step that SEOs must take to get an understanding of a website’s SEO state.
Although there is a plethora of information available on how to conduct an audit, often we don’t have the time or budget to spend hours and hours analyzing a website.
For this reason, I’ve put together an outline of how to conduct a basic SEO site audit that can be completed in only a couple of hours and will give you a snapshot of how well your website (or your client’s website) is performing and where you need to make improvements.
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