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How and when do you end your remote meeting? It’s all about planning and time management – here’s a typical scenario… Earlier today, you had two back-to-back remote customer meetings. Although you don’t like it, this happens quite often since you work from home. In your first meeting, you...

Do you recognize the following situation? A week ago, you had an absolutely brilliant call with a prospect. They seemed to be in a very demanding situation and fortunately their requirements were precisely what your software can provide. The prospect seemed enthusiastic (of course they are!) and...

As far as I’m concerned, we’re leaving the risky T-model that bigger software companies use for presales in the old normal. If this statement feels like a bomb I just dropped on you, I’m sure you can breathe a sigh of relief after you’ve read my previous blog on this viewpoint concerning the...

Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it may feel like somewhat of a recognizable phenomenon. The comfort of a steady normal has been...

What do you call the people in your company who help potential customers to understand and compare/contrast your solution to their critical business issues? Many titles are used. The Wikipedia page for Sales Engineering includes the following job titles: Sales Engineer, Solutions Engineer,...

The first thing you do when you’re in the mood to go see a movie, is watch trailers and read online reviews. You certainly don’t go thumbing through entire scripts to pick one. A teaser of the story will do. Same goes for companies that want to acquire a new software solution. The first thing they do, is browse around instead of deep diving into every…

The pre sales consultant: turning from a ‘teacher’ who would point out the functionalities of a software package to a potential client during a demo, into a visionary who is a market leader in the area of IT as well as Business. The new pre sales specialist is a Thought Leader and Trusted Advisor....