Product Demo Checklist: How to Prepare a Demo That Actually Moves the Deal Forward
A demo is not the next step. It is an activity. Here is the product demo checklist I use to make sure a demo earns its place in the deal.
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Discovery
6 articles
AI will replace you in solution engineering ifโฆ
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: โWill AI replace solution engineers?โThe honest answer is simple. Yes, it can. But onl
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๐ฆ๐ฒ๐น๐น๐ถ๐ป๐ด ๐๐ผ ๐๐ป๐๐ฒ๐ฟ๐ฝ๐ฟ๐ถ๐๐ฒ๐
Aka the โHot #Potatoeโ of the software enterprise sales ๐ฅ In enterprise sales, it is becoming increasingly challenging to close deals due to the rising number of stakeholders involved in the purchasing decision on the customer side. To overcome this challenge, a critical success
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The Need for Approval in B2B Sales
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 creating relationships and being likeable influences your presales performance. And how your need for approval affects your
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B2B Discovery 2.0: Beyond the Business Issue
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 clientsโ [โฆ]
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Leading the Witness: Discovery Mistakes
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. Iโve been through hundreds of discovery sessions in my sales career and read through a dozen frameworks to improv
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