As more and more businesses shift their operations to the cloud, it is becoming increasingly important for sales professionals to adopt a new mindset: the cloud sales mindset. This mindset is characterized by a focus on long-term relationships, profitability, valuing every dollar and user, having a healthy predictable monthly business, and mastering the skill of upselling and cross-selling.

The first key aspect of the cloud sales mindset is a long-term relationship mindset. Unlike traditional sales models, where the goal is to make a one-time sale and move on to the next customer, cloud sales are subscription-based, which means that the goal is to establish long-term relationships with customers. This requires a focus on customer satisfaction and building trust over time.

The second aspect of the cloud sales mindset is profitability. While it can be tempting to compromise profitability in order to close a deal, this is a dangerous strategy in the cloud business. Since cloud services are subscription-based, a short-term focus on revenue can quickly lead to long-term losses. Instead, cloud sales professionals need to focus on building a sustainable business that is profitable over the long term.

Valuing every dollar and user is another key aspect of the cloud sales mindset. In the cloud business, even small deals can add up over time, and every user counts. Rather than dismissing small deals as not worth the effort, cloud sales professionals need to value every dollar and every user, and focus on building strong relationships with all of their customers, regardless of size.

Having a healthy predictable monthly business is also critical to success in the cloud business. Since cloud services are subscription-based, it is essential to have a predictable monthly revenue stream in order to plan for the future and invest in growth. This requires a focus on building a customer base that is committed to long-term subscriptions, rather than one-time purchases.

Finally, mastering the skill of upselling and cross-selling is essential for survival in the cloud business. Since cloud services are subscription-based, the goal is not just to make a single sale, but to continually add value for customers over time. This requires a deep understanding of each customer’s needs and goals, as well as the ability to identify opportunities for upselling and cross-selling that will benefit both the customer and the business.

In conclusion, the cloud sales mindset is essential for success in today’s business environment. By adopting a long-term relationship mindset, focusing on profitability, valuing every dollar and user, having a healthy predictable monthly business, and mastering the skill of upselling and cross-selling, cloud sales professionals can build sustainable businesses that thrive over the long term.