I’ve been a Solution Engineer long enough to recognize a familiar sales-cycle pattern: Sales says, “We’re up against Vendor X.” The demo gets tailored. Everyone feels good. Two weeks later, the deal stalls. And then the realization hits. The real competitor was never Vendor X. It was the status quo. An internal build. A procurement requirement to evaluate three vendors. Or a cheaper tool that “does enough.” Most SEs can add a few more examples to that list from their own scar

In the fast-paced world of software sales, pre-sales professionals often walk a fine line: balancing the need to guide customers without...

MEDDIC for Presales - The Final Thoughts By now, everyone should understand why MEDDIC must matter to presales. There is FAR more to...

MEDDIC for Presales - Decision Criteria Aside from the Champion, Decision Criteria resonate most with us presellers. The Decision...

MEDDIC for Presales - Champion As presales we go deep into the technical weeds. That’s what we do to understand the what, how, and why....

MEDDIC for Presales - Decision Process In presales, it's often heard that the Decision Process is solely the responsibility of the sales...

MEDDIC for Presales - Metric Last week, we mentioned how Presales should leverage MEDDIC to anchor discussions, technical criteria, and...

This Month is our MEDDIC Monday discussion from a presales view. This provides a structured approach to identifying and addressing technica

In my role as a technical presales leader, I've gained extensive experience in various aspects of how presales engineers and architects...