Product Demo Checklist
No More ‘Show Up and Throw Up’ – How to Use a Product Demo Checklist to Deliver Demos That Win Deals If you have ever sat through (or given) a product demo that felt like it was running on auto-pilot, you know the problem. The salesperson or solution engineer clicks through feature after feature. The […]
Visual Storyboard: Make your Demo more memorable by leveraging Spatial Memory
Have you ever noticed how you can effortlessly recall the layout of your favorite café but struggle to remember a simple grocery list? This contrast is due to the power of spatial memory. By harnessing this natural ability, you can enhance your audience’s retention of the key messages in your demos. Understanding and leveraging spatial […]
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 […]
The Importance of Understanding Your Customers‘ Buying Journey in Presales and Solution Engineering.
The journey is as important as the destination, and your role in guiding this journey is what makes all the difference. It’s essential to grasp how your customers make their buying decisions, which is far more important than just sticking to your sales routine. Keep in mind that your customers are not interested in the […]
Ultimate Presales / Solution Engineering Guide to MEDDPICC & MEDDIC
MEDDPICC (or MEDDIC / MEDDPIC) is a popular framework in sales. It helps teams qualify deals by looking at Metrics, the Economic Buyer, Decision Criteria, the Decision Process, Pain, Champions, Compelling Events, and Competition. The goal is simple: avoid surprises and spot risks early. But MEDDPICC is not only useful for sales. It is a […]
