Burning Presales

Working together is more fun, more communication and better ideas - all focused on the buyers. But Rene also helps us with some hard questions, like how to get teams working together who don’t know each other, or aren’t always aligned on a common vision - here is where the skill of a leader comes into play.

Rene takes us through the 4 Ps of presales. Product, Process, People and Passion - and why Passion is absolutely essential when it comes to being an effective presales person. He also takes us through how to grow people, and as a manager how you can find the passion within people to coach and support them, but the motivation has to come from the people themselves.

Burning Presales brings you incredibly valuable presales advice, this time from Mitch Chesney.

Using his experience in this area, Mitch brings some valuable insights into how to help renewals and expansion take advantage of the massive scaling seen in the presales industry. “Clear the field & build that relationship for the long term”, make sure it continues to grow as it never ends at the contract signature and becomes part of the customer community.

Burning Presales brings you incredibly valuable presales advice, this time from Mitch Chesney. 

The topic of scaling presales is often discussed, but Mitch brings years of experience in making sure you apply scaling to the right places, at the right times. What’s crucial is to understand your people, because freeing up their time means they can dive into other projects - do you know which projects they’re most passionate about? You should.

Lori Payne has been in software since the late 90’s, and basically observed the entire software cycle unfold. She landed in Presales first as a practitioner and has since risen to become Vice President if Global Solutions Consulting at Blackline. Lori is very passionate about enabling women in tech and building the next generation of Presales leaders. 

Mark joined this episode of the Burning Presales Podcast as the resident Presales and Buyer Enablement expert at Consensus. He was a former customer, and loved us so much he offered to join. Now, he teaches the Presales world how to enable buyers and scale Presales in ways few are able to do. It was my pleasure to ask him a BIG question I'm sure all of you are wondering about.

The second episode from my second round with Peter Cohan, who is the founder and principal of The Second Derivative and author of The Great Demo!. Legend, myth, the OG Presales thought leader and everything in between.

Back for round 2, Peter Cohan is the founder and principal of The Second Derivative and author of The Great Demo!. He's basically a legend. The OG thought leader for Presales. 

Today’s question will be answered by John Care. John is an Author, Speaker and Professional Skills Trainer For Sales Engineers at Mastering Technical Sales, where he is also the managing director. John, once again, gives way more content than I expected. Listen to the end, and check out the upcoming release of his book. 

Today’s question will be answered by John Care. John is an Author, Speaker and Professional Skills Trainer For Sales Engineers at Mastering Technical Sales, where he is also the managing director. This episode is RICH with content, answers to several sub questions, and an announcement about John's new book!