Topic

Solution Consultant

8 articles

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

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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2 min read

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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Looking for Love in Presales and solution engineering - the need for approval in b2b sofware sales

3 min read

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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Managing objections during your software demo is important. But do not be afraid!

6 min read

Objection Handling in Software Demos

Feel – Felt – Found – The best way to handle objections during your software demonstration In this article, I would like to share with you my favourite technique to handle objections and shift your mindset towards acknowledging them as a positive buying signal rather than a threa

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1 min read

Does it make sense to ask „Does it make sense“?

Have you ever used this question yourself? You want to be compassionate and affirm your prospect understands what you are saying. But in reality, you are making things worse. It’s a dumb question. Don’t ever ask that question during your demo! You put yourself in a position of we

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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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How sales engineers can combat information overload

6 min read

How Sales Engineers Help Overwhelmed Buyers

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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provide great leadership in enabling customers to navigate their buying journey more effectively and efficiently

4 min read

Solution Consultants and the Buying Journey

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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