Why Presales and Demos need to learn from Marketing
Marketing teams invest loads of time and money generating demo requests, constantly testing, and improving. They tweak the “Book a Demo” button, adjust CTA colors, and A/B test every detail.
UNLOCK
YOUR
PRESALES
POTENTIAL
Enable Presales and Solution Engineering to become a key asset of your salesforce, driving customer satisfaction and business growth at your company.
PRESALES: YOUR UNFAIR ADVANTAGE
01
Boost Revenue
Ignite immediate and sustainable revenue growth with modern presales strategies to master complex enterprise sales.
02
Accelerate Sales
Shorten your sales cycles using more focused demos that enable your prospects to buy sooner.
03
Increase Dealsize
Increase deal sizes by better illustrating value to the prospect throughout the demo and buying journey.
FREE CHEAT
SHEET
40 Questions to have more meaningful
Demo Conversations with your Customers
Free 10-Days Bootcamp
to Boost your Presales Performance
TRAINING
& COACHING
SALES DEMO TRAINING & WORKSHOPS
Enhance your sales demos and secure more deals by applying proven demo techniques that focus on customer value.
Establish a unified demo framework across all sellers, (pre) sales and solution engineers to ensure the quality and effectiveness of all your demos.
Powered by GreatDemo! methodology.
A PRESALES GUIDE TO MEDDPICC
Empower presales to enrich your MEDDPICC framework with key technical insights, complementing your sales strategy for more effective customer engagement.
Foster a shared language between AEs/SEs and streamline internal communications to increase your sales efficiency – and translate your insights into customer value.
DEMO AUDIT
Identify strengths and blind spots in your demos
to systematically improve your performance
Objective 3rd-party evaluation of your software demo, offering unbiased feedback. In-depth analysis of essential demo success factors
Practical tips for enhancing demo delivery
In-video feedback pinpointing areas for improvement and recognizing strengths
HOW TO ASK MEANINGFUL QUESTIONS DURING YOUR DEMO
Discovery does not stop after the initial customer conversation and qualification.
Learn how to ask the right questions at any time during your demo to uncover new customer insights and make your demo even more effective and engaging.
OUR APPROACH
MODERN PRESALES – BEYOND PRODUCT KNOWLEDGE AND DEMOS
At Presales Rockstars, we’re all about making presales your secret weapon in complex enterprise software sales. As products get more similar and competing on price isn’t sustainable, the skills of your presales team and the experiences you provide to your customers will become your unfair advantage.
We’ve crafted a unique blend of training from different areas—like sales, customer success, psychology, buyer enablement, and presentation skills—to make sure presales and solution engineers aren’t just good, but great at what they do. Our aim? To help you guide your customers through an exceptional journey.
Presales today is more than knowing your product inside out. With our training, you’ll become the trusted advisor your customers are looking for, offering them insights and solutions that go way beyond the usual product pitch or POC.
THE JOURNEY IS AS
IMPORTANT AS
THE PRODUCT
MODERN PRESALES
Understanding the Buyer
Know how customers decide to buy, predict problems, and help to avoid them.
Talking to the Right People
Good at figuring out who to talk to on the customer's side and meeting their needs.
Knowing the Market
Use what you know about industry trends to show customers why they should care now.
Explaining Value
Turn complicated business issues and product details into clear benefits for the customer.
Being Proactive
Don't wait to be asked. Offer helpful advice and take charge.
Standing Firm
Be brave to say no to customers if it means steering them away from bad choices and towards better ones.
Adopting a Post-Sales Mindset
Get to know the post-sales and implementation phases well, and offer guidance early on to help customers foresee and navigate potential challenges.
TRADITIONAL PRESALES
Product Know-How
Deep understanding of product features and specifications.
Technical Support
Primarily acting as a technical advisor during the sales process.
Demos
Mastery in delivering feature-focused demonstrations.
Reactive Engagement
Responding to customer queries and requests for information.
Feature Selling
Emphasizing the functionalities and technical specifications of the product.
ABOUT YOUR TRAINER
„I’ve made all the mistakes – so you don’t have to!“
My passion is empowering solution and presales engineers engaged in complex software sales to excel at their jobs.
With this in mind, I’ve dedicated myself to turning Presales Rockstars into a platform where professionals can learn, enhance their skills, and become better at what they are doing.
I believe genuinely that presales is the unfair advantage in any sale. With the right knowledge, passion, and the ability to guide customers throughout their buying journey, presales professionals can help customers achieve their objectives and make an impact that fuels both personal and business growth.
- More than 13 years experience in enterprise sales and presales
- Combined knowledge as sales rep, AE, presales, and team lead in various roles
- International experience, e.g, first man on the ground UK
- Strong focus on enablement and knowledge sharing
- Complementary knowledge in buyer enablement, go-to-market strategies, hiring talent, and content creation
- Certified team leader for high performance teams by FC Barcelona Universitas
READ THE LATEST
INSIGHTS
One (!) Facial Hair and a Lot of Jargon: My Early Days in Presales 🥸
When I first started as a presales consultant (yep, that was my official title back in the day), I was desperate to look knowledgeable. I thought that if I looked
14 Lessons in Presales: What I’d Tell My Younger Self
Looking back, there’s a lot I wish I’d known earlier in my sales journey. Here’s a list of the top 14 pieces of advice I’d give to my younger self.
