6 articles
If you’ve ever had to deal with external consultants during a customer’s vendor selection process, you know the struggle. You walk into the meeting, ready to solve the customer’s problem, and then it happens. The consultant shows up with their massive feature matrix. “Does your p
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Let’s talk about one of my guilty pleasures: house-flipping shows. You know the ones—people find a run-down property, add some magic, and voila, it’s a dream home. Or those “our-new-beach-house” shows where they take you through perfectly furnished spaces that look like a Pintere
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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 can mean the difference between securing a deal or hearing a disappointing „
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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 of entry and exit criteria comes into the picture, acting as a blueprint
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MEDDPICC (or MEDDIC / MEDDPIC) is a popular framework in sales. It helps teams qualify deals by looking at Metrics, the Economic Buyer, Decision Criteria, the Decision Process, Pain, Champions, Compelling Events, and Competition. The goal is simple: avoid surprises and spot risks
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Presales isn't technical sales support. Here's what presales actually means, what a presales person does day to day, and why buyers need it more than sellers do.
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