What strategies can you use to increase your sales performance in cloud computing?

2 Educate your customer on cloud benefits

Another key aspect of selling cloud services is to educate your customer on the benefits of cloud computing, such as scalability, flexibility, cost-efficiency, security, and innovation. You need to explain how cloud solutions can help your customer achieve their desired outcomes and overcome their challenges. You also need to address any objections or concerns they may have, such as data privacy, compliance, or migration issues. You can use case studies, testimonials, or demos to illustrate how cloud solutions have helped other customers in similar situations.

3 Align your solution with your customer's value drivers

Once you have established your customer's needs and educated them on the benefits of cloud computing, you need to align your solution with their value drivers. Value drivers are the factors that motivate your customer to buy your solution, such as revenue growth, cost savings, customer satisfaction, or competitive advantage. You need to show how your solution can deliver on these value drivers and quantify the value proposition using metrics, benchmarks, or ROI calculations. You also need to differentiate your solution from other alternatives and highlight your unique selling points.

5 Leverage your technical and business skills

As a sales engineer, you need to leverage both your technical and business skills to sell cloud services effectively. You need to have a solid understanding of the cloud technologies, platforms, and tools that you are selling, as well as the business processes, challenges, and goals of your customer. You need to be able to communicate complex technical concepts in simple and clear terms that your customer can understand and relate to. You also need to be able to demonstrate how your solution can help your customer achieve their business objectives and create value for them.