Product demos and Proofs of Concepts are the critical milestones in the enterprise sales cycle. They set the tone and pave the way for a successful relationship with your prospect.…
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…
Sales Engineering is one of the few jobs involving sales and engineering practices to reach potential customers. It exists in the enterprise B2B (business-to-business) sales pipeline and involves a multi-step…
The discovery call is the first call with a potential customer to move forward in the sales process. It is an opportunity to identify why the customer needs your product…
POC (Proof of Concept) or Proof of Value (POV) is often a last step in the pre sales process. It is the last step for sales engineering. Once POC/POV is…
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…
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…
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…
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…
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…
