ProofOfValue的动态

Foster an environment where your Sales Engineers / Presales Team can provide feedback on the PoV plans, the tests, and product features. They have a direct line to your customers and often become the technical trusted advisors. Use this to continually drive improvements! #SalesEngineering #Presales

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Sales Engineering is key to owning alignment between Product and Sales. Why? Because no one understands customer needs and product capabilities better! By leading this initiative, PreSales can facilitate a revenue-informed product roadmap, helping win new customers and retain existing business. Brett Crane explains how this is a critical step to positioning Sales Engineering as a strategic value center for the business. Curious about how to drive this impact? Read the full article to dive deeper! ?? #PreSales #ProductAlignment #SalesInnovation

The Proof of Concept (POC) or Proof of Value (POV) is the most critical step in the sales cycle for many B2B tech companies. When done right, your POCs & POVs win deals. ?? ?? ?? When not, they: ?? Suffer from scope creep ?? Waste a ton of time and effort ?? Extend sales cycle durations ?? Reduce customer goodwill ?? Increase deal risk. BOTTOMLINE: If you’re going to run POCs/POVs… run them right. Check out these 4 best practices for running POCs & POVs that win deals. ?? If you want to see how your team can execute these best practices day to day, deal to deal... request a demo of Homerun Presales: https://lnkd.in/e5Q3A_ke #presales #salesengineering #technicalsales #salesengineer #cro

Did you know? The role of 'presales' has evolved dramatically since the early 2000s, now playing a crucial role in the modern sales process. Today, presales professionals act as technical champions, connecting customer needs with product solutions and driving successful outcomes. Ready to supercharge your presales process? Rev it up with https://hubs.li/Q02RGQHw0! ??

Sales engineers are a precious resource, but they seem to be spending a disproportionate amount of time on activities with low impact ?? According to the 2024 Sales Engineering by Consensus, demos are the second most time-consuming activity but rank only 10th in perceived impact. Sales engineers seem to be pouring valuable hours into tasks that aren’t driving the needle. This misallocation is draining resources and reducing efficiency. Individual Contributors (ICs) report spending more time on demos and RFPs than leaders realize and miss out on opportunities to accelerate sales cycles and win the hearts of technical stakeholders. Where do you believe your team has the highest impact on revenue? Where do they pour most of their time? Doing a regular reality check on the capacity plan vs. actual allocation can help drive out low-impact and time-consuming tasks can free up our resources to focus on what truly matters. Thank you Tim Br?mme from SE Rockstars | PreSales Unleashed for drawing my attention to this valuable report ?? cc Tackle #SalesEngineering #ResourceAllocation #Efficiency

Here are 15 excuses why presales and solution engineers don’t receive adequate training "We're too busy with last-minute customer calls and demos." "Training isn't urgent compared to closing deals." "We're stuck in too many internal meetings." "We have to be in product escalation meetings constantly." "We can just sit in on the sales training for AEs; that should be enough for SEs." "There's no budget for dedicated SE training." "Training takes too much time away from our actual work." "Our focus is on short-term sales goals, not long-term development." "We already have the product knowledge we need." "Our team is experienced; they don't need more training." "There’s no time to focus on training during a busy sales cycle." "Leadership doesn't prioritize training." "We’re constantly responding to urgent sales needs." "There’s no standardized training program in place." "Training doesn’t show an immediate impact on results." --- Which of these is a real showstopper?!

?? Ready to supercharge your sales cycle? Look no further than your Presales team! ??♂??? Forget the sidekick stereotype – Sales Engineers (SEs) and Solution Consultants (SCs) are the dynamic duo driving revenue faster than a speeding bullet! ?? They're not just support; they're strategic partners in closing deals swiftly and efficiently. ?? Check out our latest blog to discover how these superheroes can power up your sales process! https://lnkd.in/eRtzqxgv #buyerenablement #consensus #demoautomation #presales #scalingpresales

Solutions or Sales Engineering hasn't been pre-sale for some time now. Upselling and cross-selling existing accounts is more productive than closing new prospects. Having a successful customer with proven results go from 3M to 5M ARR is way easier than closing 20 new clients at 100K each. Only job that was truly presales was ten years ago when I focused on very detailed RFP responses Rizing. Upsells were an expected part of customers requesting additional services that didn't require extensive solutioning or were handled by the consultants assigned to the project.

Interesting insights. I do believe SEs/CSs are critical across the entire customer lifecycle, especially when companies start deploying AI demo automation.