2023-11-22 | The Future of the Sales and PreSales Relationship
Podcast with Don Carmichael and Art Fromm Key Takeaway:
2023-11-09 DemofestX23 NYC – Actionable Insights from the Consensus SE Report
The ripple effect of poor Qualification and Discovery can be avoided when Presales, Sales, and Management align and execute together better. Presales & Sales alignment supports common goals. Management and Enablement need to properly train, equip, and support SEs to leverage their potential and elevate recognition and influence. There is plenty that is in…
2023-10-20 | Working Seamlessly as a Sales Team
One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they can! The article discusses the relationship between Sales and Presales professionals, highlighting the importance of mutual trust and collaboration for successful outcomes. It acknowledges that while clients often trust Presales, there…
2023-10-17 | The Last Frontier of Sales Improvement
Webinar Did you know that in independent studies with client stakeholders, Presales Resources were seen as providing 2 TIMES more value during the sales engagement than Sales Reps, yet traditional sales methods and enablement ONLY focus on EITHER Presales OR Sales – almost never together as a functional team, and as a result PRESALES are…
2023-10-13 | “Selling” Discovery
Ready to Sell Smarter? Discover the Power of Proper Qualification! Before delivering a successful demo, thorough discovery is essential. While it’s tempting to jump straight to showing off your product, understanding the client’s needs is key. Lack of proper discovery often frustrates sales teams, leading to ineffective demos. To address this, the VP of presales…
2023-09-04 | Uncovering Critical Business Issues – What, Why, and How
What’s in this article for you? The article discusses the importance of understanding Critical Business Issues (CBIs) in sales. CBIs are the specific objectives that individuals or organizations are at risk of not achieving. It explains that CBIs are different from general problems or reasons and are more closely tied to measurable objectives. The article…
2023-05-25 | Working Seamlessly as a Sales and Presales Team
DEMOFEST Buyer Enablement – Virtual Conference Did you know in independent studies with client stakeholders, Presales Resources were seen as providing 2 TIMES more value during the sales engagement than Sales Reps, yet traditional sales methods and enablement ONLY focuses on EITHER Presales OR Sales, and as a result PRESALES are under or improperly utilized…
2023-05-24 | Panel – Team Optimization in a Down Economy
DEMOFEST With Art Fromm, Zach Lawryk, Malcolm Murphy, Natasja Bax, and moderated by Mark Green. DEMOFEST2023, hosted by Consensus, showcased an impressive lineup of industry experts at its inaugural event, including renowned figures like Peter Cohan, Julie Hansen, Natasja Bax, John Care, Don Carmichael, Kerry Sokalsky, and Art Fromm, who presented ‘Working together seamlessly as…
2023-05-04 | Leveraging Salesforce and Opportunity Management
As a sales leader, you understand the pivotal role of Salesforce or another CRM system in ensuring the accuracy of your forecast data. However, sales teams often perceive sales data entry as a tedious task, viewing it as additional “paperwork” rather than a tool to enhance their selling efforts. Consequently, forecast data tends to be…
2023-03-29 | Lead to Close Series #4
Identifying a qualified lead is the core problem that B2B sales faces. Art joins Subhanjan Sarkar of Pitch Link and George Georgiadis of Happierleads.com for the 4th Lead to Close – The Seller’s Journey webinar. Subhanjan brings in Lead Gen Experts to discuss the best methodologies and tools to identify the most appropriate leads to engage in…