PreSales Times by PreSkale (Print 36 - 12Oct22)

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??Content Spotlight

Acing the Live Demo: 5 Tactics You Can Take from Tennis

By Lyndsey Weber

Lyndsey highlights some striking parallels between the best SEs and great tennis players:

1. Read the customer’s position: Communicate and engage with the prospect to draw out reactions and feedback.
2. Choose the “winning shot” carefully: Rather than launching winning shots (phenomenal features) all at once, show the customer value by creating opportunities.
3. You always get two serves: It's best to take advantage of the opportunity to brush up on any mistakes you make during your live demo.
4. Your AE is your doubles partner: In PreSales, the SE and Account Executive (AE) should be a dynamic duo. You two should present a unified front while representing the product.
5. Know your game and practice it: Recognize how and when to align the values and functions to what the customer actually wants.

To get more insights on the similarities between an SE and a tennis player, click here.

???Podcast Spotlight

Hiring SEs: A recruiting perspective w/Jessica Andrelevich?

By Alex & Conor Meng

Jessica discusses key qualities to find in a candidate while hiring an SE. Following is a list of the significant points she makes:

1. Understand the background of the candidate
2. Acknowledge their ability to speak technically
3. Analyze how they interact with sales
4. Examine their technical skills and aptitudes
5. Consider their compensation expectations

To learn and understand more about SE’s recruiting process, click here.

???Webinar Spotlight

Building Highly Effective Presales Organizations w/Marjorie Abdelkrime [VMware], Teresa Bell McLain [Splunk], and Joe Scherer [Okta].?

By Eric Glick

In this webinar, great PreSales leaders like Marjorie, Teresa, and Joe discuss their individual projects and how they gained valuable insights from them. Some interesting observations that they all had in common across their experiences are:

1. They evaluated their operations
2. They assessed their successes
3. And they drove insightful data to design future projects.

To learn from their individual experiences with PreSales, click here.

?? Upcoming Events

OCTOBER 13: PSC Bay Area Networking Event [PreSales Collective Event]

OCTOBER 18: Sales/PreSales Relationships: How to Build an Effective Partnership [PreSales Collective Event]

OCTOBER 20: PSC New York Networking Event [PreSales Collective Event]