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…
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…
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…
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…
“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…
The key to successful sales now lies in understanding the buyer’s desired outcomes. Every sale is ultimately closed by the buyer, highlighting the need to refocus our approach on meeting the buyer’s needs and engaging with them on their terms. The eXtraordinary Outcomes Show is designed to help you adapt to this new era of…
In the pursuit of understanding the challenges of low conversion rates in B2B sales, amidst the proliferation of 10,000 products over the past decade, Subhanjan Sarkar initiated The eXtraordinary Outcome Show. Through conversations with 28 international experts from 4 continents and 10 countries, Volume 1 marks the beginning of a series aiming to uncover the…
Exploring transformative strategies for enhancing your sales performance Art talked with Subhanjan Sarkar, Founder of PitchLink, the buyer/seller engagement platform, to discuss the 5% conversion problem in sales. Here are Subhanjan’s show notes: Art Fromm brings to the table a wealth of experience as a seasoned sales transformation consultant. With over two decades of industry…
Navigating the World of PreSales Engineering: A Journey of Passion and Opportunity Art was interviewed by Sam Belcastro, Co-founder of the National Society of Sales Engineers, and software engineer at Microsoft, for a wide-ranging discussion on this PreSales Academy webinar recorded September 9, 2021. Here are Sam’s show notes: In a recent conversation with…
July 8, 2021 | Webinar Series We’ve gathered feedback from various sources, highlighting common frustrations within sales teams. Presales/SEs often feel frustrated with Account Managers (AMs) due to insufficient or incorrect information for technical proofs, and last-minute involvement or inadequate preparation time. On the other hand, AMs may be frustrated with SEs who stick to…