2022-12-20 | Expansion and Renewal Demos

“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? What strategies and positionings are appropriate and how do you frame your demos for the range of renewal and expansion situations? We’ll…

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2022-12-20 | Vision Generation Demos – The Crisp Cure for Stunningly Awful Harbor Tours

Discover the power of a Vision Generation demo! In a world where traditional sales approaches fall short, this innovative demo style is a game-changer. It’s not about lengthy presentations or overwhelming the customer with information. Instead, it’s a strategic, concise showcase that ignites a vision in the customer’s mind. Imagine condensing hours of demos into…

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2023-10-13 | “Selling” Discovery

Ready to Sell Smarter? Discover the Power of Proper Qualification! Before delivering a successful demo, thorough discovery is essential. While it’s tempting to jump straight to showing off your product, understanding the client’s needs is key. Lack of proper discovery often frustrates sales teams, leading to ineffective demos. To address this, the VP of presales…

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2023-10-20 | Working Seamlessly as a Sales Team

One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they can! The article discusses the relationship between Sales and Presales professionals, highlighting the importance of mutual trust and collaboration for successful outcomes. It acknowledges that while clients often trust Presales, there…

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