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 […]

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‘ […]

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 […]

How High-Performing Sales Engineers Help Today’s Overwhelmed B2B-Buyers

How sales engineers can combat information overload

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

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

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 […]

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