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 if…
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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𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝘁𝗼 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲𝘀
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 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 clients‘ […]
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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. I’ve been through hundreds of discovery sessions in my sales career and read through a dozen frameworks to improv
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