Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
Stunningly Awful Demos: Insufficient Customization Read More »
“Our job is to make you fabulously successful…!” proclaims a senior presales leader to her sales counterparts. But how do we make this a win-win-win scenario for sales, presales, and customers?
Webinar Recording: Fabulously Successful Presales/Sales Partnering Principles Read More »
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
Intriguingly, in spite of job titles that include Solutions Consultant, Solutions Architect, and Solutions Engineer, there is little discussion of the associated skill of solutioning and its impact on a broad range of other presales activities.
Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it may feel like somewhat of a recognizable phenomenon. The comfort of a steady normal has been fading in this field since the millennium and it looks like the latest turn of events will determine a different ball game yet again.
How to Rake Your Way into the Future of Presales Read More »
Presales has entered a renaissance, enjoying increased visibility, emerging tools and communities, and cataloging of know-how and best practices. This is the perfect time to rethink your vision for your organization (or your personal vision), set goals, assign objectives and explore KPIs to guide you and your team towards achieving your vision.
Presales Metrics – What to Measure and Why Read More »
B2B buyers expect sales reps to understand their business, but the reality is that buyers perceive that less than 50% of reps actually do. They expect the sales rep to provide a solution, but the fact is that buyers feel that 63% focus on their products. Additionally, while 86% of all buyers expect a trusted adviser relationship with sales reps, they perceive a transactional focus instead.
People Buy From People They Trust Read More »
What Goals, Objectives, and KPIs have you established and track in your presales organization?
Presales Metrics: What Are Your Goals, Objectives and KPIs? Read More »
This should be an insightful discussion! Join Adam Freeman, Garin Hess, Freddy Mangum and Great Demo!’s own Peter Cohan in this conversation about life, liberty and the pursuit of positive change in presales organizations.
Many sales and presales folks often try to gather as many prospect players together as possible for Discovery calls. This is not recommended…!
Doing Discovery with Groups? Divide and Discover Read More »
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