PreSales Times by PreSkale (Print 77- 26July23)

? Content Spotlight

Why it’s time to stop selling ‘solutions’ – and start delivering outcomes

By Bob Apollo?

Bob writes about the shift in focus from selling "solutions" to delivering desired outcomes. Customers want to achieve their goals and fear making the wrong decision. We must assure them that our approach will lead to successful results at both the organizational and personal levels.?

Understanding positive and negative outcomes is crucial. Organizational outcomes benefit the entire organization, while personal outcomes matter to individual stakeholders. Neglecting either type increases the chances of losing the customer. We must address their fears, deliver on promises, and exceed expectations.

Read the complete article here

?? Podcast Spotlight

Why is Personality & Passion in Presales so Vital? w/Rene Voogt

By Mark Green

Rene discusses the four essential components of presales: Product, Process, People, and Passion. He emphasizes the significance of Passion as a crucial factor in becoming an effective presales professional. Rene explains that having a genuine passion for the product or solution being offered allows presales individuals to convey enthusiasm and credibility to customers.?

Furthermore, Rene delves into the topic of growing and developing people within the presales team. As a manager, he believes in identifying the inherent passion within each team member and leveraging it to coach and support their growth. While managers can provide guidance and create opportunities for development, he emphasizes that true motivation must come from within the individuals themselves.?

Overall, Rene highlights the importance of Passion in presales, both as a personal attribute and as a means of nurturing and inspiring team members. By fostering a culture where passion thrives, presales teams can effectively engage customers, drive success, and continuously grow and evolve in their roles.

Tune into the podcast here

?? Webinar Spotlight

Build world-class enablement with Caroline Holt

By Corrina & Danny

Caroline discusses her experience building a sales enablement function at Bontera, a newly formed business consisting of 11 organizations. She emphasizes the importance of recognizing existing pockets of success within the company and replicating those practices. Caroline faced the challenge of unifying different expectations of sales enablement across teams and streamlining the use of various sales technologies. She also highlights the need for building a sustainable team with specialized skills in content creation, facilitation, and coaching.?

Despite limited resources, Caroline implements initiatives such as structured training sessions and leverages the expertise of experienced sales reps to train others. Additionally, she discusses the dilemma of balancing high expectations with limited resources, and the potential shift towards hiring senior professionals with relevant industry experience in sales enablement.

Tune into the webinar here

Thanks for reading ??. See you next Wednesday!