PreSales Times by PreSkale (Print 30 - 31August22)

?? What's going on?

? Content Spotlight

Great Demos Do Not Close Deals

By Bill Balnave

Bill uncovers the reality - how the client is not buying your product, he is buying you. The idea here is not to refrain from giving your best in the demos. Just do not make the demo, the center of your deal – it should be the client, not the presentation.?

Here’s how to approach it:

1. Convince your solution to your prospect

2. Inspire them to change

To learn more and get more insights, read the complete article here.

?? Podcast Spotlight

Stay Ready So You Don’t Have To Get Ready

By?James Kaikis and Chris Craft

Chris argues how PreSales should be considered a career rather than a job. He further threw light upon aspects that can help you grow your brand:

1. Drive Value: Add value to your customers by being prepared beforehand.

2. Persuasive Conversation: Make them understand how your solution complements their needs.?

3. Credibility: Building customer's trust by being a Subject Matter Expert.

4. Staying Relevant: Analyzing changing trends with the evolving landscape by seeking and learning.?

To listen to the whole podcast, click on the link here.

?? Webinar Spotlight

Establishing Proper Incentives For Your PreSales Team Is The Key To Success

By Jorge Soto & Kerry Sokalsky

Kerry talks about how he looks for three qualities in potential employees before making a hiring decision:?

1. Technical charms
2. Knowledge of the latest trends
3. Sales skills

He further focuses on the need to incentivize the PreSales team in order to instill corporate and departmental goals. He also illustrates different mechanisms to push and pull incentives throughout the sales cycle.?

To get detailed insights, check out the webinar here.

???Upcoming Webinar

Sept 7 -?The Road Less Traveled: Understanding Nontraditional PreSales Career Paths?[PreSales Collective Event]

Sept 15 -?Why Buyer Enablement is YOUR job?[PreSales Collective Event]

Sept 20 -?PSC Book Club - How the Future Works?[PreSales Collective Event]

Thanks for reading ??. See you next Wednesday ??