Undoubtedly, the shift to cloud computing requires new sales skills and behaviors. At Holden, we have deep, global experience with elevating traditional sales forces to the sophisticated selling of cloud-based software.
The research is summarized in our new book, The New Power Base Selling: Lessons from 28,000 Sellers & 50,000 Deals, with a foreword from Bill McDermott, Co-CEO of SAP.
The research shows that sellers are in the midst of a Relevance Revolution. From the customer perspective, a seller must evolve from the role of an information provider to Customer Advisor who helps customers improve their businesses and competitiveness. In the eyes of their own company, sellers are being asked to help win market share and provide intelligence to enhance the company’s overall competitive advantage—to help them grow during challenging economic times. And sellers have to navigate: