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 […]

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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 […]

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 […]

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 […]

How High-Performing Sales Engineers Help Todayโ€™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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