PreSales Times by PreSkale (Print 78- 16AUGUST23)

? Content Spotlight

How Buyers Think – Overcoming Emotional ROI

By Garin Hess

Buyers often have different perspectives than sellers, leading to negotiation and potential deal losses. To prompt self-discovery in buyers, reflect on past lost sales and analyze the reasons behind them. Understand if those reasons align with the prospect's own motivations for not choosing your product or service.?

Gartner's research highlights the disparities between vendors and buyers regarding disqualification reasons, such as pricing and the importance of peer reviews. When appealing to buyers, emotional return on investment (ROI) matters more than logical ROI. Emotional risks involved in B2B buying include stability, peer reputation, workload, and work-life balance. Buyers want to mitigate these risks and seek emotional benefits from a purchase. To succeed, salespeople must empathize with buyers and comprehend the factors influencing their decisions.

Read the article here

?? Podcast Spotlight

Communicating Value Effectively w/Ash Davis

By James Kaikis

Ash discusses how we have to build a value proposition around not only the technology but ourselves as partners by truly understanding the customer’s business operations, their priorities, and pain points.

Another valuable aspect that should be taken into account is to realize what risks your customer can and cannot take and tailor your approach accordingly.?

He continues by discussing how a PreSales team can bridge the gap between the marketing team and the product team by clearly communicating value.

To get more insights into the details, click here

?? Webinar Spotlight

How to build high-performing inside sales teams with David Stone, MBA

By Danny Wasserman

David reflects on their experience at Ryder, a company that has evolved from a simple truck rental business to an integral part of the supply chain. They emphasize the importance of building a strong internal sales team and highlight the company's shift towards becoming a technology-based entity with comprehensive supply chain solutions.

The key focus is on providing peace of mind to customers and operational leaders by ensuring efficient processes and technologies that add value to the team. The speaker shares insights from their time at Amazon, where they learned the significance of understanding process failures, root cause analysis, and implementing improvements.?

Tune into the webinar here

Thanks for reading ??. See you next Wednesday!