Making a Value Positioning Plan for 2024
As PreSales teams prepare to enter a new year, it’s important for leaders to take a step back and evaluate how they will communicate value at the executive level. Communicating...
Atlassian’s Blueprint for Selling with a Modern GTM
Purse strings have tightened in the tech industry, companies are laser-focused on efficiency, and as a result, go-to-market (GTM) teams are in flux. While no one is immune from post-pandemic...
PreSales Executive, Susan Beal, Pushes Peers to Own the Buyer Experience
"Most companies today are putting buyers through a sales process, not a buying experience...Today's buyer does not have patience for that less than agile experience," said BlueYonder CVP of PreSales,...
PreSales is the Oil in the Sales Engine: A Conversation with John Care and Matt Darrow
Last week, I sat down with legendary PreSales thought leaders John Care, of Mastering Technical Sales, and Vivun CEO, Matt Darrow. The topic of our discussion? How to run your...
Partner, Probe, and Prepare –Habits of Highly Effective Sales Engineers (Part 1)
Last year I was privileged to have the opportunity to discuss with Vivun CEO Matt Darrow the six habits that I believe form the bedrock of effectiveness for sales engineers,...