PreSales Times by PreSkale (Print 63 - 19April23)

? Content Spotlight

Sales Leaders, How Well Do You Know Your Buyer’s Journey?

By Dave Mattson

Dave shares four predictable steps that impact all major purchase decisions:

1. Buyers start by sharing experiences about a perceived problem- help them develop awareness
2. They look for information and insights- they gather data and consider options
3. After that, they prepare a strong list of options for solving the problem, and discussions get more serious. Help them choose a course of action
4. ?If there is a positive experience with an external person-ongoing value for both sides starts

Click here? to read the article

?? Podcast Spotlight

POC Success and Win rate discussion with Jeff Blake

By Vik Arya

Jeff emphasizes that the success criteria of the POC is the most crucial aspect of the entire document. A typical POC must demonstrate to the customer how our solution can benefit them while the remainder of the document focuses on technology validation.

To create a comprehensive POC document, it is important to:

1. Add truly quantifiable information that frames out what their business problem is.?
2. Bring in those SEs who are really good at extracting salient information from your customers
3. Hone in on the problem by asking them the same question in a different couple of different ways

Tune into the podcast here?

?? Webinar Spotlight

4 Steps to Land & Expand In a Down Market w/Dave Nelson, Ablla Feliciano, Chris Wilson

By Savannah Downs

Dave, Ablla, Chris, and Savannah offer valuable insights on the top 4 Steps to Land & Expand In a Down Market. Here's a sneak peek into their discussion:

1. It is crucial to how you want to structure your teams with the right people. Ablla calls the land team ‘hunters’ for their creativity and resourcefulness and the expand team ‘farmers’ for their ability to grow relationships into partnerships
2. The second step is to upsell, and that depends considerably on how you create a visualization by creating opportunities for our sellers to understand what that landscape looks like
3. Third is cross-selling for expanding across departments and what sets our sellers up for success right is great leadership and great communication across the organization
4. The fourth step is expanding across the entire business to sell across the entire hierarchy. Also, allocate accounts so that there is a very good customer experience

Tune into the webinar here

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Thanks for reading ??. See you next Wednesday!