Archives for Tag “Presales”

Who would push their customers into a well?

September 22nd, 2016
metapher, change, USP, sales, portrait

There’s a saying I learned years ago: People buy on emotion and defend their purchase on logic. So why do Sales Training programs miss the point so often? In my experience there are two ways our prospects and customers can receive data and information: 1. A justification for proceeding with a purchase or 2. An emotional punch in the guts, that activates the...

How Do You “Do” Digital Sales?

January 12th, 2016
one, male, business people, european, young professional, sitting, typing, reading, outdoors, city, urban, street, car, building, network, globalization, metapher, full shot,

Millions of articles and videos online inform us about how digitalization is shaking up the business world, so it’s clear that sales is going to have to change to keep pace. But what isn’t clear is how a company is supposed to “do” digital sales. Once you’ve cut through all the buzzwords, what does a digital sales process look like? Here’s a...

Why Customers Aren’t Buying Your Software

many people, business people, explaining, writing, talking, laptop, sitting, standing, indoors, office, european, team, team work, group work, meeting,

Let’s imagine you work at a bank and you’re the head of an LOB. You’ve recently arrived at the conclusion that you need a new payment solution in order to process transactions more quickly. While you’ll need approval from the CIO before implementing anything new, you want to dig around online before proposing anything.First Step: Finding a SolutionSo you sit down at...

Why Should You Use (Digital) Whiteboard Conversations & Presentations

May 28th, 2015

Make an Immediate Impression With Whiteboarding and Visuals in Your Customer Conversations Death by PowerPoint is omnipresent. We all have experienced it at least once, and most of us tend to fall into the same trap when presenting. Whiteboarding and visual storytelling might help you to avoid the trap of boring, cumbersome PowerPoint presentations.Death by PowerPointMicrosoft’s PowerPoint has been around since the...

5 Tips For Building Trust With New Customers

January 29th, 2015
one, male, human resources, metapher, business people

Imagine you are on your first date.  That’s right—a date, not a business meeting.  What should your main goals be?  If you said get to know each other and build some trust, then you’re right!  But that’s easier said than done.  And if you gain their trust in the right way, your date (or your prospective client) will sometimes even call you,...