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Working Seamlessly as a Sales Team
One of the most confounding situations for everyone is when Sales, and sometimes the Sales Organization, doesn’t inherently trust Presales to do all they …
Mostly For Managers
Thinking About Your SKO?
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are …
Unlocking the Revenue Potential: How Training Can Double Your Revenue Per Employee
In today’s competitive market, investing in employee development pays off exponentially. Don’t underestimate the power of training; it equips employees with the skills and …
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Maximizing ROI from a Great Demo! Workshop: Post-Workshop Implementation Strategies
Do you want to know how you can supercharge the success of your Great Demo! and Doing Discovery workshop? You and your team have …
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SKO Topic That SWINGS the Needle?
Looking for something that not only “moves the needle” but swings it into a whole new category? It is time to uplevel the team’s discovery skills!
Possible Presales Job Titles of the Future (and Some Current)
Here are a handful of presales job titles and functions that we might expect to see in the future…
Assessing Demonstration Skill Levels – How Does Your Team Rate?
Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you and your team stand, based on twelve levels of increasing proficiency – the Twelve Levels of Demonstration Skills.
“Burning Presales” Podcast
The fine folks at Consensus have started a “Burning Presales Podcast” series – Great Demo!’s Peter Cohan was honored with the first two installments…
Solutioning?
Intriguingly, in spite of job titles that include Solutions Consultant, Solutions Architect, and Solutions Engineer, there is little discussion of the associated skill of solutioning and its impact on a broad range of other presales activities.