Mar 06 2025 6 mins
Are sales teams too focused on flashy demos and missing what really matters to customers?
In this episode of V5, Jarod Greene welcomes Jeff Margolese, SVP of Global Solution Consulting at ServiceNow, to break down one of the biggest challenges in B2B SaaS: showing real customer value. Jeff shares why sales teams often get caught up in showcasing features without connecting them to business impact—and how to fix it. He explains the power of storytelling, why ‘before and after’ framing is crucial, and how differentiation is more important than ever in a crowded AI market.
From improving sales conversations to sharpening presales strategy, this episode explores the mindset shifts that drive better outcomes.
In this episode, you’ll learn:
- Value-driven sales methodology changes the game – The best SEs don’t just showcase features; they frame solutions in the context of a buyer’s real challenges, making the “before and after” crystal clear.
- The qualities of the best SC to ever live – The most effective Solution Consultants embrace curiosity—not just about the tech, but about their buyers as people. From noticing what books are on their desks to asking the right questions, curiosity is the key to differentiation.
- How to connect features to business outcomes – Buyers want to see the cool tech, but what they really need is to know what’s in it for them. Aligning demos with real-world impact ensures your solution doesn’t just look good—it makes sense.
Things to listen for:
(00:00) Introduction
(00:32) The challenge of showing true customer value
(01:15) Balancing demos with customer relevance
(02:36) The power of storytelling in sales
(03:32) Differentiation in an AI-saturated market
(04:30) Curiosity as a key trait in solution consulting