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As a solution consultant or pre-sales professional, one of the most crucial steps in a software sales engagement is the pre-demo...

In my experience most sales people coast through discovery calls with little or no preparation and waste their potential as well as...

Lets give ourselves a bit of a break here - when you are delivering to an online audience getting good engagement is hard. Forced...

In the world of software sales, the product demo is one of the most important moments in the buyer's journey. But let’s be honest: how...

I learnt a valuable lesson early on in my pre-sales career when we were contacted by a large company looking for a product to meet a set...

This is subtle one - its about the style of different pre-sales people in your team. I have seen both ends of the spectrum, where at one...

No matter what you sell Value needs to be the driver behind every slide, every click and every sentence. Only sometimes do you cover...