Many of today's customers have several objections about Cloud adoption. In reality, many objections are based on the lack of information, insights and understanding. The ones that are embracing Cloud services today, are doing it for different reasons and we should learn from that. In order to cross the chasm of trust we need to approach them with a more educational sales approach as well as communicate the right massage to the right people at the right time. What are the steps to follow when addressing a potential opportunity? What are the talking points to challenge and disrupt the clients in their thinking?