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 […]
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 […]
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 […]
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 […]