Sales Quarterly Business Reviews (QBRs) are often seen as a necessary evil to generate forecasts for the upcoming quarter that salespeople find time-consuming and extremely difficult to stick to. While...
Most enterprise software sellers understand that there are three fundamental questions that every buyer needs answered during a customer engagement: Why do anything? Why should I buy from you? Why now? Traditionally,...
While Sales Account Executives traditionally open doors for opportunities and negotiate deals through the close, it is the PreSales team who's tasked with driving the technical win. This is the...
Product and PreSales are two sides of the same coin. If you work in either department for long enough, chances are that you will meet someone who has made the...
If you work in PreSales, you already know there’s a lack of PreSales-specific software. Managing and leading a PreSales team without a native platform that provides visibility into ICs day-to-day...
NBA teams, NFL, NHL, or any other professional sports team do not take resumes from their potential players. They research, scout, and recruit the players that they want. Now let’s...
