Insights

Learnings from thousands of conversations with PreSales Engineers, Account Executives, and Revenue Leaders in Complex Sales.
PreSales

Sales Training and How It Fails - People Forget It, People Don’t Do It, Compliance Falls Down

This article examines the various factors that contribute to the failure of sales training.
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PreSales

Discovery is Not a Call or a Stage

In the realm of sales, the concept of discovery is often misunderstood and misrepresented.
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PreSales

Discovery Tools in Presales

To succeed in a competitive business landscape, sales teams must have the right tools & strategies.
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PreSales

Mental Toughness in PreSales and Sales

A person’s inner beliefs, narratives, and mindset have a great impact on their ability to perform.
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PreSales

Are PreSales teams operating at full potential?

Cristian Gomez, a Sales Engineering Enablement Lead at Snowflake shares some insights.
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PreSales

What does your CRO need from PreSales?

When a company invests in PreSales, what outcome does it hope to achieve?
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PreSales

Is the line blurring between PreSales and Sales?

What's the best division of work between PreSales and Sales in a deal?
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PreSales

Coaching, leadership, and skill development in PreSales

Donna shares advice and tactics for PreSales professionals to improve their skills.
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PreSales

Discussion with Peter Cohan, Author of Doing Discovery

Peter, author of Doing Discovery, Great Demo, and the founder of Great Demo shares some insights.
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PreSales

Winning Large Complex Sales - from a Workday Veteran

JR Wymer shares valuable insights for anyone looking to increase wins with large accounts.
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PreSales

Aligning PreSales > Sales > CS on complex deals

In this episode of Technically Sold, Shawn Crowley talks about how SEs generate new pipeline.
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AI and the Future of PreSales

Here are a few ways I think AI will impact PreSales over the coming months and years.
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