What is one thing that is essential in selling Azure that partners might not want to hear?
‘Your sales process is backwards.’
Through our secret shopper program, we have encountered many examples of Azure being sold as a technology first and as a business need/outcome second – or not at all.
Take this approach and flip it.
Instead of starting with a technology or architectural design discussion, identify and speak to what the prospect wants to achieve or fix. Present a business case vs. a technical design.
The ability to be understood by a non-IT person from the very first interaction will lead to closing deals fasterer. So, take your sales process and reverse it. You might be surprised by the results.
Have you tried re-organizing your sales process to sell Azure?