Since the 2021 SE Compensation and Workload Report was released earlier this year, you’ve probably thought about the trends developing in the Presales sector. One thing is sure,...
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Watch%20On%20Demand%20Picture-%20Large.png?width=791&name=Watch%20On%20Demand%20Picture-%20Large.png)
The Hidden Gems From Sales Engineering Research
by John Cook | Oct 01, 2021 | sales engineering, presales, Scaling Presales
![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Sales_Engineer_Managers_Handbook_Cover_part2.jpg?width=791&name=Sales_Engineer_Managers_Handbook_Cover_part2.jpg)
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.
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Sales_Engineer_Managers_Handbook_Review_part1.jpg?width=791&name=Sales_Engineer_Managers_Handbook_Review_part1.jpg)
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...
read more![which demos can we automate?](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Which%20demos%20can%20we%20automate%3F.png?width=791&name=Which%20demos%20can%20we%20automate%3F.png)
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...
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/DQL.png?width=791&name=DQL.png)
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 scaling...
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/SE%20AE%20Ratio%20Chart.png?width=791&name=SE%20AE%20Ratio%20Chart.png)
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 scaling...
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Imported_Blog_Media/SC-SE1.jpg?width=791&name=SC-SE1.jpg)
What Is A Solutions Consultant? Deep Expertise and a Demo Crunch
by John Cook | Sep 27, 2019 | sales engineer, presales, sales titles, solutions consultant
What Is A Solutions Consultant? The role of a Solutions Consultant is often misunderstood, not least because it goes by so many names. In fact, there’s a bit of a circus of...
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Imported_Blog_Media/PeterCohanWebinarBanner.png?width=791&name=PeterCohanWebinarBanner.png)
Webinar: The Perfect Presales Demo Environment with Peter Cohan
by John Cook | Sep 20, 2019 | buyer enablement, b2b, Garin Hess, sales, presales, saas, consensus
What Is a Sales Engineer?
by John Cook | Aug 17, 2019 | sales engineer, complex sale, presales, solutions consultant
Let's start with the basic sales engineer definition:
read more![](https://5932154.fs1.hubspotusercontent-na1.net/hub/5932154/hubfs/Imported_Blog_Media/Focus-Funnel-from-Procrastinate-on-Purpose-by-Rory-Vaden1-300x300.png?width=791&name=Focus-Funnel-from-Procrastinate-on-Purpose-by-Rory-Vaden1-300x300.png)
Multiply Your Time with Interactive Automated Demos
by Garin Hess | Jun 28, 2019 | sales, presales, entrepreneurship, Articles
Interactive Automated Demos are Quadrant 2 Activities Because of Stephen Covey, the phrase "quadrant 2" has become ubiquitous with those oh-so-important but...
read more