There’s an often overlooked truth: Buyers typically purchase solutions only once every few years, whereas sellers are involved in this process day in and day out. This creates a significant experience gap that can complicate the buying journey. As presales professionals, it’s our responsibility to guide buyers and make sure they understand each step in the process—because an informed buyer is more confident and likely to make a decision aligned with their real needs.
Why the Process Matters for Both Parties
The sales journey can feel overwhelming to a buyer who isn’t familiar with the intricacies of solution evaluation, product demonstrations, and decision-making. They’re not experts in buying, but you are. This disparity can lead to misalignment, confusion, and ultimately missed opportunities. Both parties must be on the same page for a successful outcome.
So, what does this mean for you, as a presales professional?
Clear communication at every stage is key. Ensure that both you and the buyer understand what will happen next and why.
Set expectations early. Buyers may need to learn what a solution requires in terms of integration, timing, or resources. Helping them understand this upfront minimizes surprises later.
Empower the buyer. The best buyers are informed ones. Educate them on the process and involve them as partners in the journey.
Providing Guidance: The Key to Buyer Confidence
As presales professionals, our job goes beyond answering technical questions. We are here to guide buyers through each phase of the process, ensuring they’re confident in their decisions. Buyers may only make these kinds of purchasing decisions once every few years, meaning they rely heavily on the seller’s expertise to lead the way.
Here’s how you can provide that essential guidance:
Lead Through Discovery
During discovery, it’s tempting to dive into the technical details of your product. But take the time to help buyers understand their own needs first. Help them articulate their pain points and clarify what success looks like for them. By being their guide rather than just their provider, you set a foundation of trust and partnership.
Pro Tip: Use the Functional & Technical Discovery (FTD) framework to steer conversations and make sure you’re solving the right problem for them. It’s not just about qualifying a lead—it’s about making the buyer feel understood and supported.
Demonstrate with Relevance
Product demonstrations are pivotal moments in the buying journey. However, a generic demo is a wasted opportunity. Tailor your demos to address the buyer’s specific needs and goals that you uncovered in earlier conversations.
Actionable Insight: Personalization shows that you’re listening, but it also helps buyers visualize themselves using your solution successfully. Ask for feedback throughout the demo to ensure alignment. (Click here to learn more)
Clarify Pricing and Offer Transparency
Offering “ballpark pricing” early on provides a general sense of costs and helps manage expectations. However, buyers often struggle to understand the factors that influence pricing. Make sure you explain any customization options, implementation timelines, and potential service add-ons clearly.
By doing so, you ensure there are no surprises later in the negotiation phase. An informed buyer is less likely to push back on price if they understand the value and work involved.
Guide Post-Demo Next Steps
Once the demo is complete, it’s important to keep the momentum going. The buyer may not know what the next steps are – this is where your guidance comes in. Whether it’s setting up a technical validation, introducing them to the delivery team, or discussing ballpark pricing, be proactive in mapping out the path forward.
Pro Tip: Always finish a demo with a clear action plan, so there is no confusion on either side. Summarize the key takeaways and lay out the next steps before you end the call.
Buyer Personas: Identifying Key Players and Their Influence on the Buying Journey
One of the most critical tasks is identifying all the key players involved in the decision-making process. From operations to IT, each stakeholder brings their own priorities and concerns, and understanding their roles ensures that you’re addressing the right pain points at the right time.
Failing to identify key personas early on can derail even the best sales pitches. Each person in the process has different concerns – from finance to IT to operations – and recognizing their individual influence is what separates good deals from great ones.
Here’s why identifying these personas early gives you a leading position in the sales journey.
Key Buyer Personas and Their Impact on the Journey
Finance: The Logical Powerhouse
- Goal: Ensure the proposed solution aligns with the company’s financial goals.
- Influence: High, especially when it comes to budgeting and ROI evaluation.
- Strategy: Present a clear ROI, cost savings, and financial benefits early. If finance sees the numbers work, their support can be pivotal in securing the deal.
Legal: The Bastion of Compliance
- Goal: Ensure contracts and solutions comply with relevant laws and regulations.
- Influence: They typically step in toward the end of the process to vet contracts and ensure compliance.
- Strategy: Engage legal early to address potential concerns, easing the approval process later. Be prepared with compliance certifications and data security measures to avoid delays.
IT Security: The Digital Sentinel
- Goal: Protect the company from cybersecurity threats.
- Influence: IT security can block a deal if they feel the solution is not secure enough.
- Strategy: Highlight your solution’s security credentials and provide relevant certifications (such as ISO or SOC). Building trust with the IT security team ensures a smoother path to approval.
IT: The Integrators
- Goal: Ensure the solution integrates seamlessly with existing technology.
- Influence: They control the technical feasibility of your solution, and their buy-in is essential.
- Strategy: Demonstrate integration capabilities and share case studies that show how other clients successfully integrated your solution. Address any potential technical concerns upfront.
Operations: The Pulse of Daily Function
- Goal: Understand the impact of the solution on day-to-day operations.
- Influence: They assess how the solution will affect workflows and productivity.
- Strategy: Provide hands-on demos and pilot programs to showcase how the solution will improve daily tasks. Focus on efficiency gains and ease of use.
Purchasing: The Grand Negotiators
- Goal: Negotiate the best terms and conditions for the company.
- Influence: Strong influence during final negotiations, determining the financial and contractual terms.
- Strategy: Be transparent about pricing from the start and remain flexible with terms and conditions. Providing pricing options with clear justifications helps reduce friction.
The Member: Grounding the Discussion
- Goal: Seek tangible benefits that improve daily tasks.
- Influence: Their feedback can heavily influence the decision-makers.
- Strategy: Provide evidence of value through use cases, demos, and testimonials that directly relate to their daily work.
The Sponsor: Appealing to Vision
- Goal: Look for solutions that align with the company’s long-term goals.
- Influence: As a visionary, the sponsor drives initiatives that align with strategic objectives.
- Strategy: Use storytelling to paint a picture of long-term transformation, positioning your solution as a key enabler of their future success.
The Champion: Fuelling the Flame
- Goal: Advocate for your solution within the organization.
- Influence: Champions are your internal advocates, and their support is critical for pushing the deal forward.
- Strategy: Equip them with detailed information, data, and talking points they can use to support your solution internally. Keep them close throughout the journey.
The Detractor: Converting Skepticism into Support
- Goal: Raise objections and point out weaknesses in your solution.
- Influence: Detractors can slow or stop a deal, but if addressed, they can become supporters.
- Strategy: Engage in open dialogue to understand their concerns and provide clear, evidence-based responses. If you can convert a detractor, it strengthens your position within the organization.
The Gatekeeper: Navigating the Labyrinth of Procedure
- Goal: Ensure the acquisition aligns with company norms and procedures.
- Influence: Gatekeepers ensure that all internal processes and protocols are followed.
- Strategy: Focus on compliance, procurement procedures, and documentation to ease the process. Streamline communications and maintain transparency with them to avoid unnecessary roadblocks.
How This Puts You in a Leading Position
Identifying and engaging with each persona early in the sales process positions you as a trusted partner, not just a vendor. Understanding each persona’s goals and concerns allows you to tailor your messaging, demonstrations, and even your negotiation tactics to what matters most to each decision-maker.
The result?
A smoother, more aligned sales journey where each stakeholder feels heard, understood, and confident in the decision to move forward.
Sharing the Selling/Buying Journey Early: Transparency and Long-Term Success
One of the most effective strategies for driving a successful sales cycle is to share the selling and buying journey early. Being upfront about the steps, timelines, and key milestones doesn’t just help you – it adds value for the buyer and ensures both parties stay aligned throughout the process.
By outlining the journey early, you achieve two critical outcomes:
Transparency: Both you and the buyer are clear on what’s coming next, preventing misunderstandings or missed opportunities.
Goal Alignment: You ensure the buyer keeps the end goal in mind – finding the right solution that meets their needs – without getting lost in the details.
Why Transparency Matters
In a complex B2B sale, many moving parts can lead to confusion if not properly managed. Buyers, who may only engage in this kind of purchasing decision every few years, can easily feel overwhelmed. By proactively sharing the roadmap, you bring clarity to the entire process, ensuring there are no surprises along the way.
Key benefits of sharing the journey early include:
- Setting expectations: Both buyer and seller know what to expect at each stage, which reduces anxiety and increases trust.
- Improved decision-making: With clear timelines and milestones, the buyer can plan their internal evaluations, budgeting, and resource allocation accordingly.
- Increased confidence: When buyers know what’s next, they feel in control and are more likely to engage actively.
Keeping the End Goal in Focus
Every interaction in the sales process should ultimately drive toward a single goal: solving the buyer’s problem with your solution. When you share the journey early, you help the buyer focus on why they’re engaging with you in the first place – to achieve their desired outcome. By continually reminding them of this goal, you reduce the risk of getting sidetracked by minor details or objections that don’t significantly impact the final decision.
Adding Value Through the Journey
Sharing the buying process isn’t just about setting expectations – it’s about delivering value at each stage. Here’s how you can do that:
- Early Discovery Alignment: From the first interaction, frame your discussions around their ultimate goals. What are their pain points? What solutions are they envisioning? By connecting the dots between their needs and the stages of your process, you make it easier for them to visualize success.
- Providing Roadmaps: Offer a clear roadmap that outlines each stage – discovery, demos, technical validations, pricing discussions, and so on. This gives the buyer a sense of control and allows them to plan their internal steps accordingly.
- Milestone Checkpoints: Use each key stage as an opportunity to reiterate the value your solution provides. For example, after a product demo, tie the demonstration back to the buyer’s goals. Reinforce how the features they saw directly solve their specific problems.
- Clear End-to-End Visibility: From the beginning, show them what the final stage looks like – whether that’s onboarding, training, or successful implementation. When buyers know what the final destination looks like, they’re more willing to invest their time and resources into the journey.
How Transparency Adds Value to the Buyer
- Fewer roadblocks: When the buyer knows the process and is fully engaged, there’s less chance of last-minute objections or misunderstandings.
- Confidence in decision-making: Buyers appreciate when you treat them as partners, rather than customers. By sharing the journey, you demonstrate trust and foster a collaborative relationship, making them more confident in their decision to move forward with you.
- Reduced friction: A transparent process reduces friction, leading to quicker decisions and a smoother path to closing the deal.
So, Why Does All of This Matter?
The answer is simple: buyers who understand the process are less likely to disengage and more likely to make informed, confident decisions. As presales professionals, we are in the unique position to provide that clarity and guidance throughout the entire journey.
Remember, the buyer’s lack of experience with buying is an opportunity for you to shine as a trusted advisor. They will appreciate your proactive guidance and rely on your expertise to make an informed decision. In the end, it’s not just about selling – it’s about helping the buyer reach a confident “yes.”
Best Practice Takeaways:
- Communicate clearly and set expectations early in the process.
- Use discovery to understand the buyer’s true needs.
- Personalize demos and engage buyers actively throughout.
- Clarify pricing structures and technical complexities.
- Always provide a clear action plan after demos or meetings.
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Author: Dr. Johannes Hangl
Hi there! I'm Johannes Hangl, a recent Ph.D. graduate in Business and Economics from Mendelova univerzita v Brně. With a solid foundation in logistics, supply chain management, and business — further enriched by my Master of Science from THM Technische Hochschule Mittelhessen and both a Bachelor and Master Professional of Business Management from the Academy Handel Munich — I bring a robust mix of theory and practical PreSales experience. Professionally, I've developed expertise in crafting effective logistics strategies and solving complex problems, which enhances business growth and operational efficiency. At home, I'm a dedicated father of three, balancing family life with professional ambitions, which fuels my passion for productivity and efficiency in all aspects of life. I thrive on working smart to streamline processes and achieve excellence with a relaxed, yet focused approach to both life and work.
