Any tips for selling high ticket B2B services?

OK. There has to be a stronger reason than moving from their own IT infrastructure into the cloud. That's like selling the drill instead of the hole, right? Why would they want to do that? Couldn't it be scary?

I was bizdev manager for an IT firm, just so you know I'm not talking out of my hat.

The tech guys may understand...but the business executives, the ones with their hands on the purse strings...they do not. And as non-gearheads, the execs won't care much about the certifications, either.

You need a compelling reason for them to embark on (what seems to a non-techie like) this drastic step. And it's best if you get it in their own words.

You need a funnel. This is a process you put leads into, and it filters them...some Out as Not A Fit, and some In, as people you should talk to further.

You are also going to have to deal with committees, multiple stakeholders, even multiple decision makers. This is probably a complex sale. But that's down the road. Right now you need a way of starting conversations with the right people, and developing or identifying a champion within the prospect organization.

A book is a good way of doing this.

A video series is another.

What you want is COMMITMENT, commitment by the would-be champion, who then calls on you (that's the call to action) for help in selling the idea to the rest of the organization, and implementing the solution. Always keep in mind: this is not a technology issue...it is a change-of-mind issue. Customers are thinking differently about the idea than non-customers. For non-customers, the idea of moving to the cloud may not even be on their radar. For customers, you have changed their point of view about the idea to where they are enthusiastic about it. This is not accomplished with technical jargon, not when it comes to the business decision makers.

If I was a CTO, I might have big issues about giving up control. You should have a way of helping them overcome this...or filtering for those who do not have this block.

Find your "way in". This is the typical person you can begin conversations with. They may not be the ultimate champion within the prospect organization, but it's a starting point and there'll probably be some common ground. From there, they can help you move into the organization and people who are likely nowhere near as familiar with the ideas. Develop ways to help these "way in" people sell the other decision makers on the idea. The easier you make it for them, the easier your route to the sale will be.

One good way in is a newly-appointed company president. I worked with one who had just taken on his $1/year role (huge annual performance bonus), and he was disgusted by the state of the IT infrastructure at his new business. It appalled him that this company did not have the dashboard and physical tech he had been used to in previous positions. This was a great time to start working with him to ensure he got what he expected. One meeting and I walked out with a commitment to a $200K plan.

Note the hole not the drill.

Book The Business by Dan Kennedy is a good place to start.

Oh, and pick up Selling To Big Companies by Jill Konrath.

Your goal is to create a funnel that you can put X number of leads a month into, and know you'll get Y fraction of qualified prospects out of it consistently. A funnel that is automated and sets up qualified prospects to speak with you, so you don't waste your time. Yes, you're a salesperson...and you're running a mini business-within-a-business now. Do not rely on the company to serve you up piping hot leads: it won't. You have to tackle this yourself and it does not have to be expensive or incredibly time-consuming.

Get a little further along and come back with what you've got for more feedback.

You got me I meant I want to sell to.