๐—ฆ๐—ฒ๐—น๐—น๐—ถ๐—ป๐—ด ๐˜๐—ผ ๐—˜๐—ป๐˜๐—ฒ๐—ฟ๐—ฝ๐—ฟ๐—ถ๐˜€๐—ฒ๐˜€

Aka the ‚Hot #Potatoe‚ of the software enterprise sales ๐Ÿฅ” 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 factor in enterprise sales is about ๐—ป๐—ฎ๐˜ƒ๐—ถ๐—ด๐—ฎ๐˜๐—ถ๐—ป๐—ด ๐˜๐—ต๐—ฒ ๐—ฑ๐—ถ๐˜ƒ๐—ฒ๐—ฟ๐˜€๐—ฒ ๐—ฝ๐—ฒ๐—ฟ๐˜€๐—ฝ๐—ฒ๐—ฐ๐˜๐—ถ๐˜ƒ๐—ฒ๐˜€, ๐—ถ๐—ป๐˜๐—ฒ๐—ฟ๐—ฒ๐˜€๐˜๐˜€, […]

Looking for Love in Presales? The Need for Approval in B2B-Sales

Looking for Love in Presales and solution engineering - the need for approval in b2b sofware 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 sales efficiency. Need for Approval We have all been […]

B2B-Discovery 2.0 – Beyond Business Issues to Drive Change

Sales Discovery 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‘ […]

Digital Body Language for Online-Demos and Sales – #1 Active Listening

Active Listening for Web-Demos

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 often missing the cues that each of us sends […]

The Yes-Man – Software Demo Mistakes

If you ask me about one of the most decisive turning points of my presales and sales career, it is the moment I realized that you can actually disagree with your clients! And that they don’t walk away from you if you challenge their point of view! But when I started in software sales, I […]

Objection Handling in Software Demos to close more Deals

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

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 threat during your software demo. To be fair […]

Leading the Witness – Discovery Mistakes B2B Software Sales

Leading the witness is one of the most common but fatal mistakes in b2b software sales during the discovery stage

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 improve my interrogation skills. I became quickly better […]

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

Software Demo - Questions not to ask

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 weakness. Asking that question creates uncertainty on […]

10 Ways to Reset your Audience’s Attention during your Software 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 minutes. As a result, your audience is having a hard time focusing […]

Presales – Your Unfair Advantage

Presales Unfair Advantage B2B Sales

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 buyerโ€™s purchasing process and helping them buy through prescriptive advice has become a critical objective for modern […]

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