In this video, Nick Biron from 3Sixty Insights shares a key insight from working with software buyers: features and functionality are no longer the primary differentiator, they have become table stakes. What really wins deals is how sales teams engage, listen, and respond during the buying process. Nick highlights a common pitfall: the “show up and throw up” demo, where vendors rush through features without interacting with the customer. Instead, he recommends interactive, consultative de...
