If you’re in sales, you’ve probably heard of sales enablement. The term and process are growing in the industry, and for good reason. Sales enablement has a strong success rate when it comes to increasing win rates by equipping sales professionals with the right tools. Companies that put a strategy in place will see positive..
When demos are considered as one of the best ways to sell your product, they can also be a source of stress. There are certain things to make sure the…
It’s important to remember that a demo is not simply demonstrating software. Its main purpose is to help the prospect understand how they could use the software to solve their…
In the beginning of this century, we did not have the word “pandemic”, “lockdown” or “quarantine.” In fact, last year, we hoped that it would be temporary. Today, we are…
Data is cool. There’s no doubt about it: data can tell you more than just what’s happening right now – it can also help you forecast better results, get better…
The presales process is the most critical part of selling an enterprise product. The presales prism separates the various steps and demonstrates why certain activities are necessary during each step.…
SEs usually puts in a lot of effort in rehearsing the demo, edit and re-edit until satisfied. But when it comes to discovery calls/meetings, many plan to speak off the…
This blog is all about “Start strong, stay strong and finish strong”. It’s the holiday season, and a time of introspection as the calendar ends and we move to the…
Bob Hooey, an author and global speaker once said “If You Are Not Taking Care Of Your Customer, Your Competitor Will.” Nowadays, almost every deal goes through a competitive bake-off…
In presales, SEs spend a lot of time and effort in preparing and perfecting the demo. The demo makes a prospect to get excited and can be unique catering to…
Return on investment (ROI) is a key metric for every enterprise which helps them evaluate different products and pick the right one. The buyers of your product have to justify…
Objection handling during the pre-sales meeting We all have come across objections during the pre-sales meeting with the customers. Objections are not necessarily bad, in fact, they enable the conversation…
Technical win is the key deliverable in enterprise presales process. It is a challenging game, where sales engineering teams try to deliver more than what the customer asks for in…
Are you a sales engineering leader or sales engineer doing your research to figure out which Proof of Concept (POC) or Proof of Value (POV) tool is the best fit…
When we founded Pudding 2 years ago, we wanted to solve the problems of Proof of Concepts (POCs). There were no tools around focussing on sales engineering problems. Some of…
Presales and sales engineering professionals have reigned in managing a proof of concept (POCs) and product demos. The SEs can be grouped into two categories: Specialist SEs– Specialist SEs possess…
Technology companies are constantly growing, and they are regularly reviewing the steps within the sales funnel to see what the fields will yield the most growth. The board of directors…
The science of sales enablement for sales engineers lies in the formula: planning, preparing and engaging. Now it’s time to classify the steps. The main element that makes sales planning…
