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PreSales Unleashed | Sales Engineering im B2B Software Vertrieb Podcast
Value Engineering: How to close more deals! (046)

Value Engineering: How to close more deals! (046)

PreSales Unleashed | Sales Engineering im B2B Software Vertrieb vor 5 Jahren

0:00

39:57

Most agree: Leading with value in sales engagements is key to
success. The problem: It’s not something that comes naturally to
everyone. Starting out in sales, often we take a path riddled with
obstacles. Initially, we feel insecure about pretty much
everything: Talking to clients, following the right process,
understanding our portfolio. A typical trap we can fall into, is
falling in love with our own tech and start bragging about it’s
capabilities. It starts feeling safe, as we learn more and more
about our own solution. But it’s counter productive! Mature sales
organizations have realized this. To lead with value, they have
implemented programs. It’s purpose: Close more and bigger deals
faster. Sounds too good to be true? Well, tune into our
conversation with Ricarda Rieser, seasoned Value Advisor @ SAP. She
shares her experiences and knowledge on how Value Engineering will
bring more sales success to you, and even more importantly
increased value to your stakeholders! Ricarda on LinkedIn:
https://www.linkedin.com/in/ricardarieser/ ---------- Viel Spaß
& Inspiration beim Zuhören wünschen dir Jan & Tim ️
Unverbindliches Kennenlernen: https://serockstars.com/#book Free
PreSales Downloads: https://serockstars.com/downloads Discovery
Training: https://serockstars.com/discovery ARRtist Circus Berlin –
das PreSales Event in DE:
https://www.arrtist-circus.com/presales-track Webseite:
https://serockstars.com/ Online-Shop: https://discodeck.shop/
PreSales Buch: https://amzn.to/3xErqQ9 Du möchtest dich mit uns
austauschen? Jan https://www.linkedin.com/in/janerikjank/ Tim
https://www.linkedin.com/in/tbroemme/