Workshop Objectives: Use a framework to create and deliver improved solution presentations. Increase deal size and/or sell additional products/services. Reduce cost of sales by using demos judiciously. Increase existing subscriptions and renewals. Improve demonstration quality and effectiveness. Establish clear objectives for each demo. Improve communication, preparation, and follow-up between SEs and AMs. …
Ready to Sell Smarter? Utilize the Power of Proper Qualification and Discovery! Before delivering a successful demo, presentation, or POV, 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 and clients, leading to ineffective demos.…
Podcast with Don Carmichael and Art Fromm Key Takeaway: * Collaborative Engagement: Highlighting the importance of collaboration between sales and pre-sales teams for successful outcomes.* Team Approach: Emphasizes the necessity of aligning sales and pre-sales efforts as a unified team rather than separate entities.* Client Trust: Discusses the inherent trust clients have in pre-sales, contrasting it with skepticism…
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…
What’s in this article for you? The article discusses the importance of understanding Critical Business Issues (CBIs) in sales. CBIs are the specific objectives that individuals or organizations are at risk of not achieving. It explains that CBIs are different from general problems or reasons and are more closely tied to measurable objectives. The article…
“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…
Have you ever been in a situation where: a. You find yourself in front of participants about which you know nothing of their needs or interests – and they’ve been promised a demo…b. You are asked to join a web session, right now, and the salesperson says, “They asked to see a demo…”…
Escape the tyranny of traditional demos! If you’ve ever felt overwhelmed by the amount to cover, struggled to engage your participants, or ran out of time before showcasing the best features – you’re not alone. Traditional demos can be a trap, forcing you to cram in as much as possible, leaving your participants confused and…
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…
Navigating the World of PreSales Engineering: A Journey of Passion and Opportunity Art was interviewed by Sam Belcastro, Co-founder of the National Society of Sales Engineers, and software engineer at Microsoft, for a wide-ranging discussion on this PreSales Academy webinar recorded September 9, 2021. Here are Sam’s show notes: In a recent conversation with…