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PreSales Unleashed | Sales Engineering im B2B Software Vertrieb Podcast
High effort, low trust // How to use PreSales effectively – with Mark Green (128)

High effort, low trust // How to use PreSales effectively – with Mark Green (128)

PreSales Unleashed | Sales Engineering im B2B Software Vertrieb vor 3 Jahren

0:00

38:33

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. ----------
Discovery E-Mail Kurs: https://m.serockstars.com/DojoKurs Alle
anderen Links: https://paths.to/presales Viel Spaß &
Inspiration beim Zuhören wünschen dir Jan & Tim