2023-11-22 | The Future of the Sales and PreSales Relationship
Podcast with Don Carmichael and Art Fromm Key Takeaway:
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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…
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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…
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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…
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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…
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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…
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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…
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2022-12-20 | Expansion and Renewal Demos
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint? What strategies and positionings are appropriate and how do you frame your demos for the range of renewal and expansion situations? We’ll…
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2022-12-20 | The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where: a. You find yourself in front of an audience about which you know nothing of their needs or interests – and they’ve been promised a demo…b. You are asked to join a web session, right now, and the sales person says, “They asked to see…
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2022-12-20 | Rescue – From the Tyranny of Traditional Demos
Escape the tyranny of traditional demos! If you’ve ever felt overwhelmed by the amount to cover, struggled to engage your audience, or ran out of time before showcasing the best features – you’re not alone. Traditional demos can be a trap, forcing you to cram in as much as possible, leaving your audience confused and…
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