Topic

Enterprise Software

7 articles

10 easy ways to improve your demo without waiting for your AE

10 Easy Ways to Improve Your Demo Yourself

In my demo workshops, I hear the same frustration again and again.Many SEs say they cannot improve their demos because their AEs do not give them enough customer context. Some complain that demos are scheduled too early.Others struggle because there is no clear direction or share

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4 min read

Create Peace of Mind in Your Demos

Most demos focus on showing what a product can do. Many solution engineers try to impress with features, shortcuts, automations, and deep configuration. It all looks good on paper. But it often does not give the customer what they need most. They want peace of mind. Peace of mind

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Reassuring the Economic Buyer: Future Proofing in Presales and Solution Engineering

3 min read

Reassuring the Economic Buyer in Presales

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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5 Actionable Learnings for Presales from Gartner’s B2B Software Buying Survey

16 min read

5 Presales Lessons From Gartner's Buying Survey

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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3 min read

Digital Body Language: Active Listening

Actively listening to your clients is one of the easiest and most powerful ways to build trust and empathy with your clients. But in remote demo scenarios, it is significantly harder to replicate the interpersonal connection of any face-to-face meeting. And as a result, we are of

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10 Ways to Reset your Audience’s Attention during your Software Demo

11 min read

10 Ways to Reset Attention in Your Demo

Selling B2B-software is not just a battle against your competitors. In our modern society, it is also a battle for your audience’s attention. The likes of Netflix, Youtube, Spotify and constant smartphone notifications have reduced the average attention span to less than five min

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3 min read

Presales – Your Unfair Advantage

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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