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

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; or even the date by when they need to achieve […]

5 Actionable Learnings for Presales from Gartner’s B2B Software 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 can implement to enhance their effectiveness and drive sales. #1 Proactively Address Security Concerns Why? Security certification and data […]

Presales – Why Knowing Your Customer Reviews is Crucial

Customer reviews on platforms like Capterra or G2 are the primary channels for your prospective buyers to gather information and prepare their shortlist. According to Gartners Digital Markets 2024 Software Buying Behavior Survey, 98% of buyers read customer reviews before making a purchase decision, with 46% doing so before even contacting sales. This indicates two […]

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 factor in enterprise sales is about 𝗻𝗮𝘃𝗶𝗴𝗮𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗱𝗶𝘃𝗲𝗿𝘀𝗲 𝗽𝗲𝗿𝘀𝗽𝗲𝗰𝘁𝗶𝘃𝗲𝘀, 𝗶𝗻𝘁𝗲𝗿𝗲𝘀𝘁𝘀, […]

Looking for Love in Presales? 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 sales efficiency. Need for Approval We have all been […]

B2B-Discovery 2.0 – Beyond Business Issues to Drive Change

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

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

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

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 […]