PreSales Times by PreSkale (Print 60 - 29March23)

? Content Spotlight

Sales Leaders, How Well Do You Know Your Buyer’s Journey?

By Dave Mattson

Dave unleashes four predictable steps that impact all major purchase decisions:

1. Buyers start by sharing experiences about a perceived problem- help them develop awareness
2. They look for information and insights- they gather data and consider options.
3. After that, they prepare a robust list of options for solving the problem, and discussions get more serious. At this time, a course of action is chosen.
4. ?If there is a positive experience with an external person-ongoing value for both sides starts

Click here to read the complete article

?? Podcast Spotlight

How Focusing on Delivering Customer Value Generates Business Value w/Josh Reeves?

By Amelia Ibarra

Josh says that if you want to optimize long-term growth, then you need to develop specific priorities in the following three areas:

1. Business model: Prove the business model's viability through metrics such as CAC payback and gross margins
2. Customer experience: Create customer value through a subscription-based business model and reevaluate the service's relevance
3. Employee experience: Do not leave your employees’ growth and responsibilities during this growth. Set them up for success

Tune into the podcast here

?? Webinar Spotlight

What Account Managers and Sales Engineers Need from Each Other? w/Michael Grigeo & David McCulley

By Ramzi Marjaba

According to Michael, an AE should understand the SE’s style and tone, by which he can jump in and help him when needed. He further adds that both should prepare together and then talk and discuss insights fresh on the heels of the call.

Davis talks about essential traits that an SE must possess to perform best. One of them he shares is being attentive and aware to understand when to take the lead and when to support the AE.

Tune into the webinar here

?? Upcoming Events

March 30, 2023 - PSC Bay Area Networking Event

April 13, 2023 - Community Meet-Up: Tampa

April 14, 2023 - Community Conversations: France

Thanks for reading ??. See you next Wednesday!