Introducing Demo Videos to the Sales Cycle for Solutions Consultants
Scaling Solutions Consulting or PreSales teams can be a challenge for growing B2B software companies. I have witnessed how it can take up to 24 months to fully mint a new Solutions Consultant. Due to the varied role, they must be able to walk a prospect through a product demo, discuss in-depth challenges and scope […]
Six Important Types of Video Content to Help Progress Your Sales Cycle
I recently had the experience of implementing a video platform to send content to prospects during the sales cycle. It ultimately resulted in increasing sales cycle velocity, increase demo efficiency and gave Account Executes more control and visibility of stakeholders during the sales cycle. In this blog post, I will highlight the types of video […]
Professional Video Calls in 2020 – Part 1: Audio and Visuals
In 2020, the role of Solutions Consultants has changed dramatically. We have had to master having effective conversations, running demonstrations, building new relationships and closing deals completely remotely. As a result, I have witnessed the good, the bad and the ugly of remote meetings. So many people have their home working environment set up in […]
Timing Is Everything: Improve Your Sales Calls with Video Technology
When is the best time to call your clients? A huge amount of research goes into timing. It helps answer questions like: “When are prospects most likely to pick up the phone for a sales call?” or “When do people most frequently read outbound marketing emails?” I’ve even researched the best time to publish a […]
10 Advanced GoToMeeting Tips for Better Virtual Meetings
In 2020, we now live in a world of video conferencing. There are few hours in the day where the light on my webcam isn’t on. I have learnt a huge amount over the last few months by hosting video calls with clients rather than having face-to-face meetings. Last week, I wrote about the 12 […]
12 GoToMeeting Shortcuts Every Solutions Consultant Should Know
In 2020, the role of being a Solutions Consultant has dramatically changed for many. Gone are the days of sitting in airports frantically creating slide decks or configuring your product in preparation for a face-to-face demonstration the next day. Instead, we have been forced to become experts in remote demonstrations and part of this is […]
Four Ways to Use Best-Practice Demo Videos
How do you ensure your product is demonstrated consistently across all of your Solutions Consultants? Furthermore, how do you enable your partners to successfully demonstrate and communicate all of the value of your product to their stakeholders? The solution: Best-Practice Demo Videos. Ideally, these videos will be 5-minute product demos for each main feature in […]
Demo Battles: Finding the best way to demonstrate a new feature
What is the best way to demonstrate a specific feature of your product? It’s an important question that was recently raised within my Solutions Consulting team. For those of you who have read some of my previous posts, you will know that I have recently instigated and implemented a demo video automation tool in my […]
What I learnt by introducing video to the sales cycle – Part 3: Regaining Control of the Sales Cycle
This is the final part of a three-part series on what I learnt from introducing video to the sales cycle. In the first two parts, I discussed how the use of video can reduce the number of wasted demos as well as adding more value to clients. Next, I will explore how video can help […]
What I learnt by introducing video to the sales cycle – Part 2: Delivering More Client Value
This is the second part of a three-part series on what I learnt from introducing video to the sales cycle. In Part 1, I discussed how the use of video can reduce the number of wasted demos, thus increasing the efficiency of Solutions Consultants. In this post, I will explore how utilising video content can […]
Utilising Video for Partner Enablement
Partnerships in the B2B world can be hugely beneficial to both parties and they come in many forms. But with partnerships come challenges – how can we better enable our partners to articulate our value proposition and sell our products? In this article I will outline the different types of partners and I’ll discuss how […]
Introducing a blog about Modern Methods of Solutions Consulting
Who is Thomas Edwards? Hi, I’m Thomas Edwards and welcome to my blog. I work in Solutions Consulting at a global software company, with a focus on Presales Enablement and Continuous Improvement. My role takes me far and wide across Europe, selling accounting software to Large Enterprise companies. My background is in SAP Consulting and […]