Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales, captures lessons learned from 25+ year veterans of enterprise-level software sales. The book brims with advice from technology sales titans from companies like Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign. Each chapter highlights key characteristics that help modern salespeople thrive, including: empathy, authenticity, creativity, and resilience in sales. The fusion of enterprise software product sales, services sales, and executive leadership expertise in this book delivers a unique distillation of proven strategies to grow your career in sales and into executive business leadership. Its insight is a solid reference for anyone involved in growth at a B2B company.
How did salesforce.com grow from a start up in a rented apartment into the world's fastest growing software company in less than a decade? For the first time, Marc Benioff, the visionary founder, chairman and CEO of salesforce.com, tells how he and his team created and used new business, technology, and philanthropic models tailored to this time of extraordinary change. Showing how salesforce.com not only survived the dotcom implosion of 2001, but went on to define itself as the leader of the cloud computing revolution and spark a $46-billion dollar industry, Benioff's story will help business leaders and entrepreneurs stand out, innovate better, and grow faster in any economic climate. In Behind the Cloud, Benioff shares the strategies that have inspired employees, turned customers into evangelists, leveraged an ecosystem of partners, and allowed innovation to flourish.
Selling a telecom services like broadband is different from selling cloud services, like data storage or UCaaS. This is a guide to selling cloud communications (like UCaaS) and other cloud services for agents, VAR's and direct sales with sales scenarios and open ended questions for you to utilize on sales meetings.
As the digital economy changes the rules of the game for enterprises, the role of software and IT architects is also transforming. Rather than focus on technical decisions alone, architects and senior technologists need to combine organizational and technical knowledge to effect change in their company’s structure and processes. To accomplish that, they need to connect the IT engine room to the penthouse, where the business strategy is defined. In this guide, author Gregor Hohpe shares real-world advice and hard-learned lessons from actual IT transformations. His anecdotes help architects, senior developers, and other IT professionals prepare for a more complex but rewarding role in the enterprise. This book is ideal for: Software architects and senior developers looking to shape the company’s technology direction or assist in an organizational transformation Enterprise architects and senior technologists searching for practical advice on how to navigate technical and organizational topics CTOs and senior technical architects who are devising an IT strategy that impacts the way the organization works IT managers who want to learn what’s worked and what hasn’t in large-scale transformation
A teenage boy in 1940s Italy becomes part of an underground railroad that helps Jews escape through the Alps, but when he is recruited to be the personal driver for a powerful Third Reich commander, he begins to spy for the Allies.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.
The rise of the platform economy into statelike dominance over the lives of entrepreneurs, users, and workers. The early Internet was a lawless place, populated by scam artists who made buying or selling anything online risky business. Then Amazon, eBay, Upwork, and Apple established secure digital platforms for selling physical goods, crowdsourcing labor, and downloading apps. These tech giants have gone on to rule the Internet like autocrats. How did this happen? How did users and workers become the hapless subjects of online economic empires? The Internet was supposed to liberate us from powerful institutions. In Cloud Empires, digital economy expert Vili Lehdonvirta explores the rise of the platform economy into statelike dominance over our lives and proposes a new way forward. Digital platforms create new marketplaces and prosperity on the Internet, Lehdonvirta explains, but they are ruled by Silicon Valley despots with little or no accountability. Neither workers nor users can “vote with their feet” and find another platform because in most cases there isn’t one. And yet using antitrust law and decentralization to rein in the big tech companies has proven difficult. Lehdonvirta tells the stories of pioneers who helped create—or resist—the new social order established by digital platform companies. The protagonists include the usual suspects—Amazon founder Jeff Bezos, Travis Kalanick of Uber, and Bitcoin’s inventor Satoshi Nakamoto—as well as Kristy Milland, labor organizer of Amazon’s Mechanical Turk, and GoFundMe, a crowdfunding platform that has emerged as an ersatz stand-in for the welfare state. Only if we understand digital platforms for what they are—institutions as powerful as the state—can we begin the work of democratizing them.
The book covers the history of candlestick charts - explaining the context in which they developed. It then moves on to explain how in the 1940s and 1950s a journalist, with the pseudonym Ichimoku Sanjin, started refining candlestick analysis by adding a series of moving averages. The book explains in detail how to construct Cloud charts and how to interpret them. A chapter is devoted to the advanced analysis of Cloud charts, with an in-depth study of the Three Principles: Wave Principle, Price Target and Timespan Principle. The book is illustrated throughout with numerous examples of Cloud chart analysis.
The conventional wisdom on how technology will change the future is wrong. Mark Mills lays out a radically different and optimistic vision for what’s really coming. The mainstream forecasts fall into three camps. One considers today as the “new normal,” where ordering a ride or food on a smartphone or trading in bitcoins is as good as it’s going to get. Another foresees a dystopian era of widespread, digitally driven job- and business-destruction. A third believes that the only technological revolution that matters will be found with renewable energy and electric cars. But according to Mills, a convergence of technologies will instead drive an economic boom over the coming decade, one that historians will characterize as the “Roaring 2020s.” It will come not from any single big invention, but from the confluence of radical advances in three primary technology domains: microprocessors, materials, and machines. Microprocessors are increasingly embedded in everything. Materials, from which everything is built, are emerging with novel, almost magical capabilities. And machines, which make and move all manner of stuff, are undergoing a complementary transformation. Accelerating and enabling all of this is the Cloud, history’s biggest infrastructure, which is itself based on the building blocks of next-generation microprocessors and artificial intelligence. We’ve seen this pattern before. The technological revolution that drove the great economic expansion of the twentieth century can be traced to a similar confluence, one that was first visible in the 1920s: a new information infrastructure (telephony), new machines (cars and power plants), and new materials (plastics and pharmaceuticals). Single inventions don’t drive great, long-cycle booms. It always takes convergent revolutions in technology’s three core spheres—information, materials, and machines. Over history, that’s only happened a few times. We have wrung much magic from the technologies that fueled the last long boom. But the great convergence now underway will ignite the 2020s. And this time, unlike any previous historical epoch, we have the Cloud amplifying everything. The next long boom starts now.
