WORKING SEAMLESSLY AS A SALES TEAM
Team Sales
October 20, 2023
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 can sometimes be a lack of trust from Sales towards Presales, and vice versa. The article suggests that this lack of trust can stem from misunderstandings or miscommunication between the two teams.
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Tags: Sales
“SELLING” DISCOVERY
Team Sales
October 13, 2023
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 suggests emphasizing discovery in the sales process. By focusing on understanding the client’s goals and critical business issues, demos can be tailored to their needs. The article also highlights the importance of selling discovery to both internal and external stakeholders. It suggests using a vision generation demo as a ‘give to get’ approach, sharing relevant client experiences to prompt further discussion. Overall, prioritizing discovery leads to more efficient sales processes and better outcomes.
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Tags: Sales
Making SEAMless Sales
Achieving SEAMless Sales – Mastering the Art of Presales and Sales Collaboration
