How Do You Justify Presales Headcount to the CFO?

How Do You Justify Presales Headcount to the CFO?

Justifying headcount was always a challenge for presales leaders, but in the “new normal” where not every company is necessarily growing like wildfire, it’s even more critical to have your...

Matt Darrow · August 11, 2020
What is Presales?

What is Presales?

Presales is the most important enterprise department you’ve never heard of. To further complicate matters, presales professionals go by a variety of titles, without broad based standardization: Presales engineerSales engineerField...

Matt Darrow · July 30, 2020
The 3 Presales Metrics That Matter

The 3 Presales Metrics That Matter

Presales leaders are familiar with the same story.  The business wants to add quota carrying sales reps, yet no one is sure how many presales team members need to be...

Matt Darrow · July 9, 2020
Show Me Your Technical Funnel

Show Me Your Technical Funnel

Every business wants to be more predictable when it comes to bookings and revenue.  So why do so many companies consistently miss their forecast? It’s because they’re overlooking their most...

Matt Darrow · April 21, 2020
Boosting Sales Growth Efficiency

Boosting Sales Growth Efficiency

Sales growth efficiency is an easy metric to track.  So why do sales leaders have such a hard time hitting their goals?  It’s because they’re consistently overlooking the main levers...

Matt Darrow · April 5, 2020
Product or Sales Company – Why Choose?

Product or Sales Company – Why Choose?

According to conventional wisdom, there are two kinds of companies: sales companies and product companies. Sales companies bring in revenue the old-fashioned way, with salespeople. The products tend to be...

Greg Howard · April 5, 2020