Burning Presales

RFPs are a stepping stone to presentations, but if they’re such a gateway to the next stage, why do so many people fail to put their best foot forward? Colin Wrightson from Juniper Networks has seen lots of examples of how NOT to answer them, and gives us some great advice on how to get this essential selling tool right.

Connect with Colin on LinkedIn here:

Colin manages a complex organization selling networking hardware, software and services. There are 5 distinct areas that network presales folks must cover, and so listen in to hear how Hardware, Architecture, Protocol, Management and Competition make being a presales person in the networking industry so different to those in the software industry.

Find Colin on LinkedIn here:

As we teased in the previous episode, Lidia rejoins us for a masterclass in turning your creative brain into a presales super-power. First step is to step back and not necessarily emulating your colleagues. For the rest, tune in for this bite-size answer to this burning presales question and don’t forget to connect with Lidia on LinkedIn https://www.linkedin.com/in/lidia-vasileva/ or via her website https://www.packetmage.com

Following on from a stellar Demofest session, Lidia joins us to highlight one of the key areas she’s passionate about - being clear. So listen in to her acronym-busting, purpose-finding episode where you’ll see why being clear and concise is the most compelling action you can take for your own success, and the success of your buyers. Connect with Lidia on LinkedIn ⁠https://www.linkedin.com/in/lidia-vasileva/⁠ or via her website https://www.packetmage.com.

Tim Brömme from Miro and Jan-Erik Jank from SAP are back again, and collectively from the Presales Unleashed podcast. This week, Jan helps us learn why presales should never try to solve a customer’s problem, and what they should be doing instead.

Connect with Tim and Jan here on LinkedIn:

https://www.linkedin.com/in/tbroemme/

https://www.linkedin.com/in/janerikjank/

https://www.linkedin.com/in/marktechnology/

Tim Brömme from Miro and Jan-Erik Jank from SAP are here, collectively from the Presales Unleashed podcast. This week, Tim takes us through some insightful answers for those trying to scale their discovery to the whole buyer stakeholder group.

https://www.linkedin.com/in/tbroemme/

https://www.linkedin.com/in/janerikjank/

https://www.linkedin.com/in/marktechnology/

Tony Francetic from Thomson Reuters returns to discuss how when teams grow, there’s a point where bringing management in to help run your staff can help corral the team. It’s a common struggle so Tony’s advice here can really help make sure your process of growth isn’t a scary one!

https://www.linkedin.com/in/marktechnology/

https://www.linkedin.com/in/tony-francetic/

Tony Francetic from Thomson Reuters joins us to show how he’s leverages the knowledge and experience of his presales teams, to enable sales teams to perform better. There are two different methods to enable this kind of enablement change, and Tony takes us through both.

Don't forget to connect with us both on LinkedIn!

https://www.linkedin.com/in/marktechnology/

https://www.linkedin.com/in/tony-francetic/

When a digital demo is used in conjunction with live presales you can expect a 40% lift in likelihood of a deal closing. But without being able to show measurable business outcomes it’s very hard to say why we’re doing this in the first place. Laura Krebs from SAP Concur helps answer this question with her focus on driving scale, velocity and a better customer experience.

Laura Krebs from SAP Concur’s role explains how she takes the experience of her presales consultants and bottles it, producing success in every single segment, every single industry and every single opportunity size all because buyers are really driving the way in which they want to consume the information.