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...
It’s not surprising that with the buyers’ increasing demands for deeply technical evaluations, and demonstrated value before purchasing, the number of PreSales positions has risen astronomically. Companies like Snowflake have...
I'm sitting minding my own business, messing around with LinkedIn and I get a message, a brand new connection. The person was hiring for a Sales Engineering role, and 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...
In 2002, the cash-strapped Oakland A’s were forced to rethink conventional baseball wisdom to scout quality players and work within the confines of their small-market budget. They had just lost...
