The goal for many presales teams is to secure the Technical Win or Technical Close. I’m curious, what criteria or measurement do you use to determine whether the Technical Win has taken place?
How Do You Determine the Technical Win? Read More »
Sadly, there is no definition for Presales Motions… Perhaps there should be! Here’s a draft, based on the HubSpot wording above:
“A Presales Motion is the combination of the actionable steps and general presales philosophy an organization employs to secure the technical close or win for a product or service to prospects and customers.”
Should There Be Both Sales AND Presales Motions? Read More »
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts? Read More »
The breakdown with persona-based demos is the lack of ability to fully connect the challenges your audience is having with the value your solution provides.
Your Persona Demo is Failing! Read More »
Want a terrific way to ensure that your SKO participants remember the key take-aways?
SKOs and “Swipes” – Making Remembering Memorable! Read More »
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting to collect data on the following scenarios:
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos? Read More »
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many of you have generated a clear definition of a “Demo-Ready Lead”?
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
Expansion and Renewal Demos Read More »
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business? Read More »
EN EN 
ES
