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
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.
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
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
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
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
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
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.
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
