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.
Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it may feel like somewhat of a recognizable phenomenon. The comfort of a steady normal has been fading in this field since the millennium and it looks like the latest turn of events will determine a different ball game yet again.
How to Rake Your Way into the Future of Presales Read More »
Presales has entered a renaissance, enjoying increased visibility, emerging tools and communities, and cataloging of know-how and best practices. This is the perfect time to rethink your vision for your organization (or your personal vision), set goals, assign objectives and explore KPIs to guide you and your team towards achieving your vision.
Presales Metrics – What to Measure and Why Read More »
What Goals, Objectives, and KPIs have you established and track in your presales organization?
Presales Metrics: What Are Your Goals, Objectives and KPIs? Read More »
This should be an insightful discussion! Join Adam Freeman, Garin Hess, Freddy Mangum and Great Demo!’s own Peter Cohan in this conversation about life, liberty and the pursuit of positive change in presales organizations.
Include a session on improving your team’s demonstration skills at your upcoming QBR meeting. Insightful, interactive and thought-provoking sessions range from 20 minutes to several hours.
Consensus graciously provided me with access to the data in their “2021 Sales Engineering and Workload Report” – here are some interesting observations.
SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an assumption (by both buyers and vendors) that buyers know all about vendor offerings before any buyer-seller conversations take place.
This is incorrect!
The Myth of the Informed Buyer Read More »
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Getting It Right Read More »
I was recently asked the following question in an interview:
“While business travel appears to be opening up, it looks like working from home is going to stay with us for the foreseeable future. How should executives gear up to the changing times?”
A New “Touch” in the New Normal Read More »
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