11 articles
Everyone in presales is talking about AI right now.Some are excited, some are worried, and many are unsure what it will mean for their role in the future. The question usually sounds like this: “Will AI replace solution engineers?”The honest answer is simple. Yes, it can. But onl
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Every year, the same thing happens at SKOs. SEs and Presales teams get told to join the sales sessions because “that is somewhat relevant to them.” It is well-intended, but it misses the point. I have been speaking with a lot of SE leaders lately who want to organise something me
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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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Thinking Two Steps Ahead in Presales Successful presales and solution engineers need to adapt a post-sales mindset in order to successfully guide their prospects from start to finish. Finish in this case does not mean the contract signature, but the go-live date of your customers
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Gartner’s 2024 Global Software Buying Trends report provides invaluable insights for presales professionals. With data gathered from 2,499 software buyers, this survey highlights key factors that influence purchasing decisions. Here are five actionable learnings presales teams ca
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Customer reviews on platforms like Capterra or G2 are the primary channels for your prospective buyers to gather information and prepare their shortlist. According to Gartners Digital Markets 2024 Software Buying Behavior Survey, 98% of buyers read customer reviews before making
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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 this post, I am going to share with you one of my favourite questions to ask during your discovery call. And how to use your clients‘ […]
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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 In B2B-Buying Behaviour What has been a sales-dominated approach has turned into a bu
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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 tedious back and forth. Rather than following a clear structure, it is a concurrent process of searching for
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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 complex than ever before. As a result, facilitating the buye
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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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