PreSales Times by PreSkale (Print 44 - 07Dec22)

?? What's going on?

? Content Spotlight

How to Compensate Your PreSales Team

By PreSales Collective

A Sales Engineer carries out a wide range of responsibilities, which includes generating proofs of concept, conducting technical research, producing demos, and seeking client feedback. Since they are involved in vast variety of duties, the following methods can help them feel satisfied at work:

1. Motivate them by adding an incentive to encourage their continuous learning and growth.

2. Structure a PreSales compensation plan that includes planning revenue and non-revenue goals.

3. Keep things interesting for them by keeping track of completed side projects.

To get more insights into it, click here.

?? Podcast Spotlight

The Effective Habits of a Great Sales Engineer w/Chris White

By Ramzi Marjaba

Chris elaborates on how success in sales is largely dependent upon the preparations and collaboration that you make before meeting the customer. He further suggests that if you don’t meet your targets and objectives, instead of grieving and blaming yourself, you should analyze what went wrong and how it failed.

Chris also talks about how we should always strive to become perfect as this gives us space for self-improvement. The key to improvement is to maintain consistency, focus, and enthusiasm. You need to break down goals into habits and then work towards them.

To learn more about habits to develop as an SE, click here.

?? Webinar Spotlight

Dominate COLD CALLING For Technical Sales Engineers

By Kyle Milan

Kyle talks about how cold calling can become a cornerstone in your successful sales deals. According to him, it’s a method of selling. At the root of the cold call, its major purpose is to close deals. Let’s first see how is it beneficial:

1. You can share your ideas faster than you could by a cold email.
2. Remaining persistent with prospects may land you a sale even when you were initially denied.
3. It eliminates the need to wait for someone to read and respond as happens in an email.

Best Practices:

1. You must set your goals high - 500 cold calls a week.
2. Set up the process so that you know when to leave a brief message and when to reach someone's voicemail.
3. Integrate the CRM so that follow-up emails are sent automatically.
4. Connect and interact with them on LinkedIn.?
5. Track your KPIs and conversion rates to see what is working effectively and where you can make improvements.

To understand more about cold calling, click here

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December 08: PSC Austin Networking Event

December 08: Solution Showcase - PreSales Technology

December 13: Selling with Better Stories