Reassuring the Economic Buyer: Future Proofing in Presales and Solution Engineering

Thinking Two Steps Ahead in Presales Successful presales and solution engineers need to adapt a post-sales mindset in order to successfully guide their prospects from start to finish. Finish in this case does not mean the contract signature, but the go-live date of your customers; or even the date by when they need to achieve […]

5 Actionable Learnings for Presales from Gartner’s B2B Software Buying Survey

Gartner’s 2024 Global Software Buying Trends report provides invaluable insights for presales professionals. With data gathered from 2,499 software buyers, this survey highlights key factors that influence purchasing decisions. Here are five actionable learnings presales teams can implement to enhance their effectiveness and drive sales. #1 Proactively Address Security Concerns Why? Security certification and data […]

Presales – Why Knowing Your Customer Reviews is Crucial

Customer reviews on platforms like Capterra or G2 are the primary channels for your prospective buyers to gather information and prepare their shortlist. According to Gartners Digital Markets 2024 Software Buying Behavior Survey, 98% of buyers read customer reviews before making a purchase decision, with 46% doing so before even contacting sales. This indicates two […]

What’s the Sellers Role during a Software Demo?

The Software Demo: What’s the Seller’s Role? Software demos offer a powerful way to demonstrate how your product uniquely addresses your prospect’s most pressing business challenges. A well-executed demo can mean the difference between securing a deal or hearing a disappointing „no“. However, with solutions engineers (SEs) or other technical leads in the spotlight, it’s […]

Modern Presales – More Than the Technical Win

Beyond the Technical Win – The new Presales Imperative While securing the „technical win“ is a satisfying moment, presales and solution engineers know their job doesn’t end with a signed contract. That’s because your customer’s journey is just beginning, and the biggest hurdles often lie ahead. This post explores why embracing a „post-sales“ mindset right […]

The Power of Strategic Entry and Exit Criteria to Enhance the Success of your Software Demos

Imagine your sales strategy as a precisely calibrated engine. Without deliberate guidelines, this engine might function, but its performance wouldn’t be optimal or consistent. This is where the significance of entry and exit criteria comes into the picture, acting as a blueprint for a structured and high-quality sales process – ensuring the engine runs smoothly […]

Ultimate Presales / Solution Engineering Guide to MEDDPICC & MEDDIC

A Presales Guide to MEDDPICC MEDDIC

MEDDPICC (or MEDDIC / MEDDPIC) is a well-known method in the sales world, focusing on Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Compelling Event, and Competition. It’s traditionally used by sales teams to evaluate deals, ensuring nothing important is missed. This method helps spot potential issues and make smart choices about business […]

Mastering your Software Demos and Complexity with Layered Information

From all the demos I’ve seen, there’s a recurring mistake. Getting into the specific cababilities of your software prematurely. When your potential customers is far from being ready for this level of input. The concept of „Layered Information“ is about tailoring the depth and complexity of the information you are going to present based on […]


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