Feel – Felt – Found – The best way to handle objections during your software demonstration In this article, I would like to share with you my favourite technique
Presales Discovery Call gone Wrong The discovery call is undoubtedly one of the single most important steps in our sales cycle and can easily make or break our deals.
Have you ever used this question yourself? You want to be compassionate and affirm your prospect understands what you are saying. But in reality, you are making things worse.
Selling B2B-software is not just a battle against your competitors. In our modern society, it is also a battle for your audience’s attention. The likes of Netflix, Youtube, Spotify
Today, buyers are armed with more high-quality information than ever before. The abundance of online resources has changed the whole landscape of buying and selling complex B2B-software. A Shift
Buying complex enterprise software has become more difficult than ever before. What has been a linear process in the past (and is still illustrated this way) has become a
With changing market dynamics and a shift in buyer behaviour, organisations need to understand the importance of leveraging and empowering their presales resources. Buying complex enterprise/B2B-software has become more
Presales is often described as a sales supporting role – but its not! Presales is all about empowering and educating your buyers. Instead of primarily focusing on your duties
Overcoming the urge to show all you bells ans whistles is tough. Every feature has its right to exist and has been developed for a reason. But going into
