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A Pulse on PreSales Priorities in 2024: What we Learned from the UNXPCTD...
When PreSales professionals unite in person, magic happens. The excitement, connections, and knowledge-sharing are unbeatable. For those unable to join us in San Francisco in October, we took the...
View ArticleNavigating the Future: In-Depth Insights from the 2024 State of PreSales Report
For the past few months, we’ve been in the kitchen cooking up something special with the State of PreSales report. Our goal? To provide PreSales leaders with an even more comprehensive analysis of the...
View ArticleBehind Every Won Deal is an Amazing Technical Seller
Without a doubt, the people in the revenue organization that have the greatest impact on closing and expanding business (other than account executives) are in PreSales. Behind every won deal, there’s...
View ArticleDissecting the State of PreSales
Our recent State of PreSales report for 2024 sparked numerous discussions about the profession’s evolution and tactical adjustments. To delve deeper, we hosted a webinar, “Dissecting the State of...
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Unleashing AI for The The Technical Sales Team Who Needs It Most
Chief Revenue Officers (CROs) face a significant challenge: evaluating and implementing new technologies to support their sales teams. However, the proliferation of sales tools has raised concerns...
View ArticleA Seat at the Table: How to Elevate PreSales to Board Level and Beyond
Two PreSales leaders walk into a bar… I don’t have a great punchline to this joke, but I’ve certainly been in that exact scenario at dinner with my sales engineering peers. It seems, those...
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Why Your Sales Team Struggles with Forecast Accuracy (and How to Fix It)
“It takes many, many years to gain credibility in your forecasting accuracy and your ability to deliver the number. It takes 90 days to lose all credibility with a single miss.” -Carl Eschenbach,...
View ArticleLessons Learned from the Salesforce Ventures CEO Summit for PreSales Teams
As a former Sales Engineering executive, it’s gratifying to see 3rd party validation of the strategic importance of PreSales from major analysts like Gartner: “A failure to invest in the Sales...
View ArticleThe 3-Body Problem of Product-Field Alignment
If you’re like me, the “3 Body Problem” has you in an absolute chokehold. To date, it’s the second most-watched series on Netflix, having garnered the attention of millions, and unlocked a new fear...
View ArticleUnveiling Tech Sales Insights: Leveling Up Technical Sales Execution
B2B sales is a highly competitive environment. As each organization navigates through shifts and dynamics, leaders are in constant pursuit of insights that help them perform and execute more...
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The Product-Field Rosetta Stone
This is the first in a three-part series exploring how product and field teams can transform their organizations by working together more closely. Modern technology organizations turn on the fulcrum...
View ArticleHow AI is Revolutionizing Sales and PreSales
Customers love personalized hand-holding, yet rapid tech advancements have left many sales teams struggling to keep up. While account executives are familiar with their CRM systems and excel at...
View ArticlePreSales a Source of Product Insight, Not Data
Make the Field Co-Owners of Product Feedback Because revered leaders like Marty Cagan reinforce the centrality of insight in the product role, product teams may misguidedly feel they are not doing...
View ArticleHow to Run a Cross-Functional Product Council
A system of product feedback will work as long as those capturing the feedback believe it is being used to drive decisions. It will, of course, not be the only thing that drives decisions. Jyoti...
View ArticleA Sales Leader’s Guide to a New GTM Motion: The Case for Change
Common Sales Methodologies Miss the Mark The focus of Sales Leaders today and the technology that supports them is usually directed toward two areas: Opening opportunities The navigation of...
View Article5 AI Trends Shaping the Future of Sales
Does the idea of artificial intelligence (AI) transforming sales and technical sales make you feel uneasy? It’s a hot topic that sparks excitement and anxiety in equal measure. For some, AI is a tool...
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Translating Customer Feedback into Actionable Insights
Every SaaS company I know is re-tooling around new capabilities that aren’t even months old. Without harmony in the sales/product relationship, your business risks falling behind. To gain or maintain...
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A Comprehensive, Cross-Functional Guide to Align Product and Field Teams
What happens when you get VPs of Sales, Product, and PreSales in a room? In an ideal world, a conversation that makes products more responsive to customer needs and market demands. In reality, this is...
View Article6 Practical Ways to Use AI for B2B Sales
Nowadays, most customers conduct their research before speaking to a sales rep, and 75% of B2B buyers prefer this approach. With artificial intelligence (AI) in the mix, buyers have even more ways to...
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Introducing Ava, Your AI Sales Engineer
I’m excited to introduce you to Ava — the world’s first AI Sales Engineer, enabling sales, sales engineering, and customer success teams to operate with greater effectiveness and independence via...
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