46 Min. hören
?? High effort, low trust // How to use PreSales effectively – with Mark Green (128)
VonPreSales Unleashed | Sales Engineering im B2B Software Vertrieb
?? High effort, low trust // How to use PreSales effectively – with Mark Green (128)
VonPreSales Unleashed | Sales Engineering im B2B Software Vertrieb
Bewertungen:
Länge:
39 Minuten
Freigegeben:
4. Juli 2023
Format:
Podcastfolge
Beschreibung
Your CRM stages are lying: Prospecting, Qualification, Demo, Proposal
Just go step by step and you close the deal. Right?
The reality is, there is no ONE buyer. There's 10 or more.
Each one of these has their own decision-making journey.
? Some require a security questionnaire (My favorite. NOT).
? Some require a demo.
? Some require a solid business case.
How do you track the level of trust across these 10+ buyers?
How do you ensure that your efforts neither over-shoot nor under-deliver?
Join us on this episode, as we discuss the Trust ↔️ Stakeholder Grid with Mark Green.
An elegant way to map out your efforts towards the buying center.
----------
? Hol Dir das Disco Deck: https://discodeck.shop/
? Hol Dir unser Buch: https://amzn.to/3xErqQ9
? Viel Spaß & Inspiration beim Zuhören wünschen Dir Jan & Tim
➡️ Du möchtest Dich mit uns austauschen? https://bit.ly/3gzHUn9
Just go step by step and you close the deal. Right?
The reality is, there is no ONE buyer. There's 10 or more.
Each one of these has their own decision-making journey.
? Some require a security questionnaire (My favorite. NOT).
? Some require a demo.
? Some require a solid business case.
How do you track the level of trust across these 10+ buyers?
How do you ensure that your efforts neither over-shoot nor under-deliver?
Join us on this episode, as we discuss the Trust ↔️ Stakeholder Grid with Mark Green.
An elegant way to map out your efforts towards the buying center.
----------
? Hol Dir das Disco Deck: https://discodeck.shop/
? Hol Dir unser Buch: https://amzn.to/3xErqQ9
? Viel Spaß & Inspiration beim Zuhören wünschen Dir Jan & Tim
➡️ Du möchtest Dich mit uns austauschen? https://bit.ly/3gzHUn9
Freigegeben:
4. Juli 2023
Format:
Podcastfolge
Titel in dieser Serie (100)
007 - Motivation - It's all about the money, right? von PreSales Unleashed | Sales Engineering im B2B Software Vertrieb