How High-Performing Sales Engineers Help Today’s Overwhelmed B2B-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 buyer-centric process. For decades, information asymmetry has created an imbalance of power in […]
The Importance of Solution Consultants Knowing About Their Customers‘ 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 information, validating, and aligning key stakeholders across time […]
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 buyer’s purchasing process and helping them buy through prescriptive advice has become a critical objective for modern […]
How to lose Business – The Urge to Show every single Feature during your software demo!
Overcoming the urge to show all you bells ans whistles is tough. Every feature has its right to exist and has been developed for a reason. But going into too much detail can quickly cause an information overload and is one main reason for losing your audience and ultimately their business. Managing the complexity and […]
Deliver your Demo in Short Sprints rather than Long Marathons
The importance of avoiding monologues and a good „Talk-to-Listen“ Ratio In one of the previous articles we have covered the ideal duration of your software demonstration. Furthermore, extensive data analysis has revealed that winning demos stimulate conversations, especially during the second half of your demo. Still, you might be wondering what is the right ratio […]
How to Reduce the Complexity of your Software Demonstration to not Lose your Audience
The Importance of Managing Complexity Managing the complexity of your software demonstration is a key success factor for not losing your audience. In one of our recent blog-posts, you can learn that winning demos are delivered in short sprints rather then endless monologues. When planning and doing your demo you have to be careful regarding […]
How Long Should My Demo Last?
Great Demos Stimulate Conversations and Naturally Last Longer Ask yourself: How much time did you spend on your last demo? Was it 60, 90, or even 120 minutes? Many of my clients wonder about the ideal length for a software demo. There’s no one-size-fits-all answer. It depends on the type of demo you’re giving. For […]
