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
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
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
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
