Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
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Webinar- 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...
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Book 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.
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Book 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...
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Intelligent 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...
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Scale 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...
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Presales 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 ...
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"Selling Is Hard. Buying Is Harder." is the definitive work on Buyer Enablement.
by John Cook | Jul 09, 2020 | buyer enablement
We literally wrote the book on Buyer Enablement, and it's already an Amazon Best Seller!
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Scaling Presales: 8 Strategies to Boost Coverage With Existing Headcount
by Garin Hess | Jul 02, 2020
Scaling Presales Sales engineers are often overworked and underappreciated. Increasing demand from Sales makes it difficult to keep up and many presales leaders are looking for...
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