Selling without saying

I do wish that people would stop talking about cloud like it's more than the internet. In fact, sometimes, I wish they'd stop talking about it altogether. It focuses too much emphasis on the IT journey rather than the IT destination. In my view it can make salespeople lazy, and prevents them from exercising their skills in articulating the value that their solution can provide, and from listening to what their customer wants. Of themslves, cloud services are integral to the future of the IT channel. I truly believe that. Just save me the waffle.

Try this: the next time you are in front of a customer, talk to them about purchasing a cloud or hosted service without saying the words ‘cloud' or ‘hosted'. Can you do it? What exactly is your proposition left with? Hopefully you are talking about flexibility, ease of use, and convenience. They will thank you for it.

Apparently there is a direct inverse correlation between the amount the industry talks about a technology, and how much is actually sold. Want to sell cloud? Well stop talking about it, and watch the orders roll in.

Barrie Desmond (pictured) is marketing and business development director at VADition

Read his thoughts all this week at Views from the Channel