Stop selling pain and earn the right to sell with empathy! You left the last demo feeling great. You did exactly what you were trained to do - you found the pain during...
read moreWebinar- Sales Shouldn’t Hurt: How to Connect More Sustainably with Your Prospects and Build Stronger Relationships
by John Cook | Jul 14, 2021
Webinar- Working Seamlessly as a Sales Team
by John Cook | Jun 18, 2021
Your revenue team has two main components: Presales and Sales. How do you get the most out of both of them? Every complex B2B sales opportunity requires two key roles in order...
read moreWebinar- Automated Demo Content - Getting It Right
by John Cook | Jun 04, 2021
Getting your Demo Automation strategy right is essential to the success of you team. How do you get this initiative off the ground?
read moreWebinar- Paying Presales: How to Maximize Motivation & Results
by John Cook | May 25, 2021
How do you determine the best comp plan for your team? How people are compensated drives a good portion of their behavior, but Presales compensation plans vary widely in both...
read moreWebinar- Seven Skill Levels for Stunningly Successful Discovery
by John Cook | Apr 07, 2021
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
read moreWebinar- What is Presales? I Don't Remember! with John McGann
by John Cook | Mar 23, 2021
The Lines are Blurring … Sales is Presales Post-sales was always Presales Marketing is Presales (what??) Presales is enjoying...
read moreBook Review (Part 2): The Sales Engineer Manager’s Handbook
by Garin Hess | Mar 19, 2021 | sales leaders, sales engineer, presales, solution selling, solutions consultant
By Garin Hess This post is Part 2 of a 4-part in-depth review of "The Sales Engineer Manager's Handbook". Read a summary review and Part 1 here.
read moreBook Review (Part 1): The Sales Engineer Manager’s Handbook by John Care and Chris Daly
by Garin Hess | Feb 10, 2021 | sales leaders, sales engineer, presales, solution selling, solutions consultant
By Garin Hess As the Founder of a SaaS company devoted to improving the lives of Sales Engineers and helping sales leaders scale presales through intelligent demo automation, I...
read moreIntelligent Demo Automation: What Demos Can We AUTOMATE?
by Garin Hess | Sep 04, 2020 | presales
This article continues our series on Scaling Presales using the principles of "Eliminate, Automate, and Delegate," by exploring intelligent demo automation. You can also...
read moreScale Presales by Elimination with the Demo Qualified Lead (DQL)
by Garin Hess | Aug 24, 2020 | presales
This article continues our series on Scaling Presales using the principles of "Eliminate, Automate, Delegate." You can also download the e-book for a complete guide to scaling...
read morePresales Analysis Exercise–Defining the Gap
by Garin Hess | Jul 31, 2020 | presales
If you find that your presales organization is struggling to keep up with demand, here's an exercise you can use to analyze your shortfall and create a foundation for scaling...
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