Crafting your Cloud Selling Strategy in 2020
summary
Explains concrete selling moves: customize demos with the buyer logo and language, keep demos to 60 minutes, run them with two voices (AE plus solutions consultant), and offer a 30-day trial that wins deals. Advises mapping feature value to ROI, identifying a buyer committee of 6–8 and tailoring messages to each persona, tracking competitor gaps, and building partner assets like a public status page, resource center, and community to reduce churn and speed deployment.
AI-written summary · about
chapters (11)
- 0:00Introduction
- 0:46About Amy
- 2:59What will be covered
- 3:30Whats changed
- 8:56Understanding your audience
- 12:30Customizing your demo
- 17:50Offer a free trial
- 20:18Connect with SMB buyers
- 23:07Be a partner
- 30:29Questions
- 31:45Personality Matters
related talks
19mSell - Service - Scale - the Alternative Way to Building a Startup
47mFrom Code to Cashflow: How Devs Can Turn SaaS Ideas Into Revenue Backed
30mSell, Sell, Sell, Sell, Sell, Sell, Build
20mLessons Learned from Growing & Scaling Businesses from $1M to $500M in ARR
58m7 things I learned from coaching and investing in cloud startups
19mFrom Software to SaaS to Co- Selling Opportunities with AWS
16mCastles in the Cloud
02mWords of Wisdom Highlights