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‘ […]
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 […]
Modern PreSales Definition – Far Beyond Technical Sales
Presales is often described as a sales supporting role – but its not! Presales is all about empowering and educating your buyers. Instead of primarily focusing on your duties along the sales cycle, it is more important to enable your buying champions to accomplish all their challenges throughout their buying journey! You are supposed to […]
