PreSales Unleashed

By Tim & Jan

🇬🇧 How to not F*CK up ROI - instead proof value to your customers! (048)

0:00

Hat dir diese Folge gefallen?

Veröffentlicht am

2.2.2021

Folgenbeschreibung

Fun Fact: Just 16% of sellers use ROIs for maximum effect.

Do you like better qualification?
Do you like shorter deal cycles?
Do you like larger deals?

Those are three good reasons to consider ROIs more closely, wouldn’t you agree?. It’s time for you to meet “The ROI Guy”. Tom Pisello is a seasoned sales veteran with decades of experience in the realm of B2B Software Sales. It’s his passion and fundamental belief that behind every purchase decision, there needs to be validation in form of a return of investment.

In detail we discuss the following:

Why should you address ROI as early as possible?
Why don't your customers calculate their own ROIs?
How do you get your customers to trust your value proposition?
What’s an appropriate ROI? 200%? 500%? 1000%?
How can a negative ROI still be of value?

Thanks Tom for joining us and sharing your deep insights with us and our listeners.

Episode Links:

Tom on LinkedIn: https://bit.ly/3iKLH0i
Free copy of Tom’s Book: http://bit.ly/3iHrdFP

👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim

☎️ Unverbindliches Kennenlernen

📥 Free PreSales Downloads

🥋 Discovery Training

🥳 ARRtist Circus Berlin – das PreSales Event in DE

🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch

Du möchtest dich mit uns austauschen?

🔵 Jan | 🔵 Tim

DISCOVERY DOJO
E-MAIL-KURS

Der 6-wöchige E-Mail-Kurs, nur für Sales & PreSales.

Lerne, wie du Kundenbedürfnisse im B2B SaaS präzise erfasst, zielführende Gespräche führst und tiefere Einblicke gewinnst – schneller und effektiver als deine Konkurrenz.

100% kostenlos, 100% Content.

Kostenlos anmelden

WEITERE FOLGEN

🇬🇧 The 6 Habits of Highly Effective Sales Engineers (040)

Interview with Chris White

🎧🎙️ The 6 Habits of Highly Effective Sales Engineers

You don’t know Covey's “7 Habits”? Well, then you should rather stay away from this episode and read that book first … we will wait …. Okay, so you’re done? ;-) Perfect! Long time listeners know that Jan and Tim appreciate the sentiment of Covey’s messages of what it means to lead a full life.

Nevertheless, we are here to create meaningful connections between buyers and sellers. And today’s guest could not be a better fit to our mission as he has gone back to the drawing board and came up with the SIX habits for our beloved profession.
We go through what it means to Partner, Probe, Prepare, Practice, Perform and Perfect. This episode is enriched with anecdotes and examples of real life sales situations. In our conversation with Chris, we bring you the most tangible insights to become the best version of you in regards to Sales Engineering.

Links for this episode:

Chris White LinkedIn: https://bit.ly/3nhmf4o
The 6 Habits on Amazon: https://amzn.to/33vhCvu
Demo Doctor Coaching: https://bit.ly/33v1iep

👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim

☎️ Unverbindliches Kennenlernen

📥 Free PreSales Downloads

🥋 Discovery Training

🥳 ARRtist Circus Berlin – das PreSales Event in DE

🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch

Du möchtest dich mit uns austauschen?

🔵 Jan | 🔵 Tim

Zur Folge

Rollen im Vertrieb. Wer blickt da noch durch? (039)

Interview mit Christopher Funk

Christopher Funk ist ein echter Recruiting-Profi. Mit über 20 Jahren Erfahrung in der Personalvermittlung, hat er sich für uns die Zeit genommen um uns durch den Dschungel der verschiedenen Rollen im Vertrieb zu führen.

➡️ Inmitten des Begriffs-Wirrwarr, reden wir von den gleichen Rollen?
➡️ Welche Rollen sind besonders schwierig zu besetzen?
➡️ Wie finde ich dennoch die richtigen Kandidaten?
➡️ Inwiefern hat die Pandemie die Recruiting-Industrie getroffen?
➡️ Welches Profil braucht man für Transaktionalen Vertrieb vs. Lösungsvertrieb?

Links zur Episode:
➡️ Vertriebsfunk: https://bit.ly/340KP0H
➡️ Xenagos Recruiting: https://bit.ly/2SeARmZ
➡️ Christopher auf LinkedIn: https://bit.ly/3i6dCG2

👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim

☎️ Unverbindliches Kennenlernen

📥 Free PreSales Downloads

🥋 Discovery Training

🥳 ARRtist Circus Berlin – das PreSales Event in DE

🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch

Du möchtest dich mit uns austauschen?

🔵 Jan | 🔵 Tim

Zur Folge

🇬🇧 No-one likes completing RFP’s. So, why bother? (038)

Interview with Don Carmichael

RFP’s - again - yeah! Our German speaking listeners already enjoyed episode 021 - on more tactical advice on how to handle RFP’s.

Today, we talk with Don Carmichael (Founder & Chief PreSales Guru at Winning Skills) in a more strategic way about the one thing we all love in Sales and PreSales - indeed, RFP’s!

What makes an RFP and what’s the purpose by the way? Are they a waste of time? Who really benefits at the end of day? What is the role of PreSales please? As they exist, how to handle RFP’s best? And: is there a better way to make buying decisions?

A fun and of course serious dialogue about the topic - thanks a lot Don Carmichael for your insights!

Don on LinkedIn: https://www.linkedin.com/in/doncarmichael/
Don’s Article on LinkedIn: https://bit.ly/35w3WC1

Book recommendation: Mastering Technical Sales (https://amzn.to/3irvc8q) Chapter 4.

Episode 021 - How to handle RFP’s effectyle (German speaking)
Spotify: https://spoti.fi/2FtxW6K
Apple Podcasts: https://apple.co/2GZNHmJ
Google Podcasts: https://bit.ly/2FoclNe
YouTube: https://bit.ly/2DVeKya