The Scaling Presales Blog

  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...

  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...

Getting your Demo Automation strategy right is essential to the success of you team. How do you get this initiative off the ground? 

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...

Many sales and presales practitioners say they are skilled at doing Discovery – but are they?   Where are you on this progression?

The Lines are Blurring …   Sales is Presales Post-sales was always Presales Marketing is Presales (what??) Presales is...

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.

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...

This article continues our series on Scaling Presales using the principles of "Eliminate, Automate, and Delegate," by exploring intelligent demo automation. You can also...

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...

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...