Many VARs and MSPs struggle with the best way to introduce cloud solutions to clients currently enjoying traditional infrastructure solutions and to prospects confused by marketing speak and media hype on cloud solutions. Often, they grapple with closing sales on solutions that lack a defined bill of materials and solutions more conceptual in nature that can’t be physically visited or touched. This session provides insight on proven sales process from concept introduction to contract signature and best practices on driving the sales conversation to a successful close. Hear insights into roles in the sales process and ideas on training each role to help ensure success in the complicated and confusing world of cloud.
Instructor: Terry Hedden, CEO, Cloud Guru and CompTIA Faculty