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 […]
Saying ‚No‘ in Presales to Poorly Qualified Demos, POCs, RFPs and Opportunities
Have you ever been involved in an Request for Proposal (#RFP), a #demo, or a Proof of Concept (#POC) and thought to yourself that the chances of winning are very low? It’s a common situation. 🤔 Choosing to let go of an opportunity is not about being uninterested or unhelpful; it’s about making thoughtful decisions […]
The Hidden Cost of Accepting Compliments During your Demo
Receiving compliments during a product demo can feel rewarding, signaling that we are on the right track. However, while positive feedback is always appreciated, it’s crucial to approach compliments with a discerning mindset, especially in the context of a demo. This blog post aims to shed light on why compliments can be misleading during demos […]
7 Reasons Why Presales and Solution Engineering are not a Free Resource
Presales and solution engineering are often perceived as a complimentary service, a misconception that can lead to a devaluation of its true worth. This article aims to shed light on the critical reasons why presales should never be considered a free resource, highlighting the importance of proper valuation and investment in these vital activities. Presales […]
Why Hope is not a POC Strategy in Presales and Solution Engineering / Software Sales
Lately, many clients ask for free Proof of Concept (POC) sessions. Vendors often say yes, hoping it will lead to a sale. But is this really a good idea? In this blog, we’ll take a closer look at POCs, discuss how to make them work better, and question if they’re always the right choice. 🕰️ […]
𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝘁𝗼 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲𝘀
Aka the ‚Hot #Potatoe‚ of the software enterprise sales 🥔 In enterprise sales, it is becoming increasingly challenging to close deals due to the rising number of stakeholders involved in the purchasing decision on the customer side. To overcome this challenge, a critical success factor in enterprise sales is about 𝗻𝗮𝘃𝗶𝗴𝗮𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗱𝗶𝘃𝗲𝗿𝘀𝗲 𝗽𝗲𝗿𝘀𝗽𝗲𝗰𝘁𝗶𝘃𝗲𝘀, 𝗶𝗻𝘁𝗲𝗿𝗲𝘀𝘁𝘀, […]
Looking for Love in Presales? The Need for Approval in B2B-Sales
Are you looking for love in Presales and Solution Engineering? Then this is the right post for you! In this article, we are looking at how your passion for creating relationships and being likeable influences your presales performance. And how your need for approval affects your sales efficiency. Need for Approval We have all been […]
B2B-Discovery 2.0 – Beyond Business Issues to Drive Change
It is common sense that the discovery is one of the most important stages in our sales cycle and that it can easily make or break a deal. In this post, I am going to share with you one of my favourite questions to ask during your discovery call. And how to use your clients‘ […]
Digital Body Language for Online-Demos and Sales – #1 Active Listening
Actively listening to your clients is one of the easiest and most powerful ways to build trust and empathy with your clients. But in remote demo scenarios, it is significantly harder to replicate the interpersonal connection of any face-to-face meeting. And as a result, we are often missing the cues that each of us sends […]
The Yes-Man – Software Demo Mistakes
If you ask me about one of the most decisive turning points of my presales and sales career, it is the moment I realized that you can actually disagree with your clients! And that they don’t walk away from you if you challenge their point of view! But when I started in software sales, I […]
