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
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
