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Selling Complex Products and Solutions: Presales Specialization and Customization in B2B Sales

Two forces driving B2B change are clear. First, continuous innovation to enhance, differentiate and revolutionize products and solutions is the primary way that B2B enterprises compete effectively. Second, B2B buyers require less and later direct interaction with sales reps because…

Selling Complex Products and Solutions: Maximizing the Impact of Presales

B2B innovation has created an important and permanent role for presales professionals. “Presales” roles have many job titles but, regardless of title, presales team members: engage directly with customers pre-sale provide in-depth technical and product information tailor a package or…

Selling Complex Products and Solutions: Addressing the Challenges of Presales Professionals

B2B innovation is a two-edged sword, improving enterprise business opportunities while increasing sales complexity. Technology delivers better products but makes them harder to understand, apply and explain. Implementations are more customized as B2B solutions are increasingly tailored to customer specifics….

Selling to the C-Suite: 7 Pitfalls to Avoid

Any C-suite meeting for B2B sales teams is an important event. It represents that rare opportunity to access decision-makers directly, to leverage senior management in motivating customer teams and to break the logjam of customer inaction. Yet the outcome of…

Selling to the C-suite: Preparing Sales Teams for Random Encounters & Predictable Questions

The successful sale of a complex B2B product or solution often faces the twin challenges of addressing multiple customer stakeholders and of driving change or innovation at a customer organization. Engaging a customer executive can improve the quality of a…

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