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?
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
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
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
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
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
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.
