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

👍 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

Premium-Preise der SaaS-Anbieter unter dem Mikroskop.

Salesforce und andere SaaS-Anbieter rufen für die Top-Versionen ihrer Softwarelösungen Premiumpreise von teilweise mehreren hundert Euro pro Nutzer pro Monat auf.

Ob die Anbieter diese Preise nachhaltig durchsetzen können wissen wir natürlich nicht, allerdings wollen wir verstehen wie diese zustande kommen und was hinter dieser Preispolitik steckt.

Welchen Einfluss haben unter anderem

• die Preispositionierung
• die Preis-Qualitäts-Inferenz
• der Ankereffekt
• die Preisoptik
• die Preisindikation
• der Preispuffer
• Der sozialen Bewährtheit

auf die Preisbestimmung der SaaS-Angebote?

Darüber reden wir mit Christian Wirth, Experte für Saas Preismodelle und ein “Wiederholungstäter” bei uns im Podcast :-).

👍 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

… Reloaded

🎧🎙️ Value Based Selling … Reloaded

At the Sales Excellence Podcast, you often hear us say:

❌👎 - NO to features and functions
✅👍 - YES to real business impact

But it’s so easy to say. And potentially difficult to achieve. Today's working world sales processes are becoming increasingly complex. Communicating the benefits to prospects is key to our common success.

It’s a shift from: ❌ How much can you sell this potential customer?
To: ✅ How much value can you provide to this customer?

👉 Salespeople who sell "value-based" put themselves in the customer's shoes.
👉 They tailor the product as closely as possible to the customer's individual needs.
👉 They highlight various performance advantages to the customer.
👉 They align the price of the service with its benefits.

Do you want to become one of those sales people?
You want to learn how to adapt value selling?
You practice it already, but you want to become better at it?

👍 Whether in Sales or Presales - this episode is for YOU!

Links for this episode:

• Wikipedia https://en.wikipedia.org/wiki/Value_proposition
  
• 5 Times Why: https://open.buffer.com/5-whys-process/
  
  

👍 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