The era Cloud offers tremendous opportunities for Citrix partners who are willing and able to move beyond the selling products. We need to change the conversation and focus on integrated solutions for challenges such as the employee requests to "bring their own" executive requirements for comprehensive mobility and the need for flexibility, cost-effective computing capacity of the organization.
We need to level the discussion and speak directly to what customers want to do. For example, what is more convincing: 4MB of storage or 4000 songs in your pocket? Just ask Apple!
take measures
Structure your story around objectives and customer desires, not the features and functions of the product, will help you sell more in accounts and reach new audiences. Ultimately, this means larger, strategic deals and a new way ahead of the competition. RIM is a great example: the company increased the BlackBerry devices of enterprise deployments targeting the contact that was a problem that could solve mobility. This person was the head of sales, which recognized the potential impact of mobile devices might have on the productivity of Representatives and the whole pipeline.
Resources
To support partners in selling solutions, our site success Kits has been redesigned and updated offer guarantees such as presentations to executives , stories and video solutions customer-facing to open meetings.
Resolving high-level challenges of a customer not only opens the door to larger transactions, but also establishes a strong relationship that can pay significant dividends over the long term.
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