Focus on aligning the technical capabilities of your solution with the client’s Key Performance Indicators (KPIs). Understand what metrics are crucial to their business success and demonstrate how your solution impacts these metrics.

Identify and understand the Economic Buyer. Offer concise information and insights that link technical capabilities to the economic benefits, helping them grasp the strategic value of your solution. Facilitate complex solutions to increase message retention on management level.

Tailor your technical demonstrations to meet the specific benchmarks and expectations that guide the customer’s purchasing decision. Identify the technical criteria crucial in the customer’s decision-making process.

Gain a clear understanding of the customer’s technical validation steps in their decision process. Help technical stakeholders reach consensus and facilitate discussions to accelerate decision-making.

Ensure all technical specifications and requirements are clearly communicated and documented. Collaborate with legal and procurement teams to clarify technical aspects, ensuring compliance with industry and legal standards.

Perform detailed analysis to uncover customers’ issues and inefficiencies. Use customer language when addressing these issues to increase relevance and understanding. Learn how to focus on strategic, but also operational issues that affect day-to-day business.

Build a relationship with the internal advocate within the client’s organization. Establish mutual objectives and credibility with your technical expertise. Provide the Champion with the technical resources and data they need to advocate for your solution.

Assess the current status of the client’s processes, including the costs of maintaining existing solutions. Articulate the advantages of your solution, highlighting efficiency gains, cost savings, and other improvements.