PreSales Collective

🚀 Patty Hager dropped some GOLD on the PSC podcast, sharing three crucial behaviors for modern PreSales professionals: 🤖 Embrace AI integration 📖 Commit to continuous learning 🤝 Engage in meaningful community involvement Patty emphasizes "forecasting your future job," stressing the importance of understanding trends and upskilling in line with market shifts. Want to stay ahead in PreSales? Listen to the full episode and join the conversation! #PreSales #AI #ContinuousLearning #CommunityInvolvement #CareerGrowth #Podcast Thank you, Patty Hager! 🙌

𝗦𝗨𝗥𝗣𝗥𝗜𝗦𝗘𝗅 The deal you've just spent 9 months working with multiple discos, 3 custom demos, and a POC has a new decision maker...𝗮𝗻𝗱 𝘁𝗵𝗲𝘆 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝘁𝗮𝗹𝗸 𝘁𝗼 𝘆𝗼𝘂. 😨 What's next? In presales, we do everything in our power to avoid this situation, but it still happens. Then it's a question of how can we still express the vision and impact to the team. In my experience, a Value Hypothesis is a great solution. So what is it? 𝗔 𝘃𝗮𝗹𝘂𝗲 𝗵𝘆𝗽𝗼𝘁𝗵𝗲𝘀𝗶𝘀 𝗶𝘀 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗷𝘂𝘀𝘁 𝗮 𝗱𝗼𝗰𝘂𝗺𝗲𝗻𝘁—𝗶𝘁'𝘀 𝗮 𝗽𝗼𝘄𝗲𝗿𝗳𝘂𝗹 𝘁𝗼𝗼𝗹 𝘁𝗵𝗮𝘁 𝗲𝘃𝗼𝗹𝘃𝗲𝘀 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝗽𝗿𝗼𝗰𝗲𝘀𝘀. Let's revisit the scenario. The new decision-maker isn't interested in meeting with you. So, you turn to the value hypothesis you've been developing with your champion. After a final review, you hand it over to them, equipping them to accurately convey what your solution offers to the team. With the Value Hypothesis, they can clearly communicate the benefits, ROI, and impact, ensuring everyone stays aligned, even in your absence. 𝗧𝗵𝗲 𝗸𝗲𝘆 𝘁𝗼 𝗮 𝘀𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝘃𝗮𝗹𝘂𝗲 𝗵𝘆𝗽𝗼𝘁𝗵𝗲𝘀𝗶𝘀 𝗶𝘀 𝗳𝗼𝗰𝘂𝘀𝗶𝗻𝗴 𝗼𝗻 𝘁𝗵𝗲 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁, 𝗻𝗼𝘁 𝗷𝘂𝘀𝘁 𝘆𝗼𝘂𝗿 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻. This is another common mistake I see from those already utilizing one is about the focus. It's about understanding 𝘁𝗵𝗲𝗶𝗿 world and aligning your offering to address 𝘁𝗵𝗲𝗶𝗿 unique challenges and goals, 𝗻𝗼𝘁 𝘆𝗼𝘂𝗿 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻. By asking the right questions, you can reveal the true impact your solution can have. This approach not only helps close deals but also builds lasting relationships based on trust and shared success. For those wanting to learn how to build an effective Value Hypothesis, PSC's Value Selling Pillars course includes a workshop specifically on this topic. It's tailored for experienced solutions consultants and presales teams looking to elevate their impact and drive meaningful business outcomes. Enroll in PreSales Collective's next course through September 4th. 🔗 Link in comments

The PreSales Podcast continues to be one of our most active pieces of content. In this episode, Chris Mabry and Patty Hager unpack AI, Automation, and the Future of PreSales. Patty Hager is a two-time Podcast guest, Women in Solutions Excellence advocate, Vice President of SMB Solution Engineering Salesforce, and all around PreSales star. Thank you for joining the pod on yet another epic adventure into the world of PreSales - the best career in the world.

Exciting to see the impact of our Value-Based Selling course! Carter Howard, MBA's testimonial highlights exactly why we develop these programs - to empower PreSales professionals with practical skills that drive real results. Our upcoming 3-week course dives deep into critical areas like: + Communication techniques to uncover and articulate value + Tailoring value propositions to different customer segments + Developing quantitative value hypotheses + Building compelling value stories With 3 live sessions and focused pre-work, participants get hands-on experience in value-focused discovery, persona analysis, and the strategic role of Value Consultants. Sessions start September 11th. Don't miss this opportunity to elevate your PreSales skills and drive more value for your customers and organization! Link to the course page is in the comments.

Transforming PreSales: From Chaos to Defined. This is a multi-part series on maturity models. Here is one example on Reactive -> Proactive engagement, and a tip on how to drive it forward. Chaos: Stage 1 - Reactive Engagement: PreSales only engages when clients request it. - Limited Role: Team members provide ad-hoc technical support as needed. Defined: Stage 2 - Proactive Engagement: PreSales engages with clients proactively. - Defined Roles: Team members specialize in roles like product demonstration or technical support. How I'm Propelling This Forward: - SE presence is mandatory on weekly sales calls, with a dedicated time-slot for presenting. - Presentations include product updates and lessons learned from the week. 🌟 Bonus: An award is given for the best qualified deal, complete with examples. I love using our maturity method to drive influence in GTM.

Cross-departmental relationships are not a choice in our profession, they are a part of everyday life...I’d argue that they are one of the main reasons we exist. Do you ever wish you would have handled a situation differently? Have you learned from hard lessons working in small teams where the passion and tension is high? matthew young james and I dive into his experience facing challenging relationships and share our war stories. Matthew is a Senior Solutions Engineer at Codat, a 2024 PreSales Collective Ambassador, and the NYC PreSales guy. Nobody wants to take work home but sometimes it’s less of a choice - Matthew and I talk about how to do this better.

Value Selling can be hard, learn more about what it is and how to master the art of it in our new course!

PreSales Collective is where we connect, share insights, and grow together. Last night was a perfect example—discussing org structures, processes, alignment, and yes, having a bit of fun too! 😉 The collective wisdom here is tremendous. Being part of this community means belonging to a network of peers who understand our unique challenges and having a partner to lean on. A special shoutout to Ron Whitson 🎾 for making the 1,500-mile journey to join us, for Saleo for partnering with us, and to all who brave the frontlines of PreSales everyday! How has the PreSales Collective community impacted your journey? Share your experiences below!👇 Thank you! Alberto Andrade, Brian Ivanovick, Mahesh Makam , Mark Winey, MBA, PMP, matthew young james, Margaux McAulay, Rimona Cartun, Ron Whitson 🎾 , Ryan Dame, Ishaan S., Vinay Upadhya, Warren Villanueva, Frank Tisellano Sr., Justin McDonald, Hank Wells, Bradley Kessler

PreSales sits in the most influential seat at the tech company table. That's a bold statement, but our influence has been proven. At PreSales Collective, we're dedicated to elevating the profession, fostering thought leadership, building a strong community, and adding clarity to the tools in the market. That's why we've partnered with Saleo and GTM Partners to bring more clarity to this space. A big thank you to Justin McDonald and his team for their commitment and effort. Link to the Guide in the Comments -->> https://hubs.ly/Q02HR6rw0 Have you made a significant change to your demo strategy? #Presales #DemoAutomation #DemoSoftware #DemoAutomationDecoded

🚀 Exciting Announcement: Value Selling Course for Experienced Sales Engineers! 🚀 Our new Value Selling course, the second in our PreSales Pillars series, is designed to transform how you communicate value and close deals. 🔑 Key Course Highlights: - Articulate and uncover value effectively - Tailor value propositions to different customer segments - Develop quantitative value hypotheses - Build compelling value stories - Master value-focused discovery techniques 📅 Course Details: - 3 Live sessions: Sept 11, 18, 25 - Time: 12:00 PM ET - Investment: $999 In today's market, technical expertise isn't enough. This course bridges the gap, turning you into a trusted advisor who can articulate value and drive bigger deals. Spots are limited! Enrollment closes Sept 5th. Ready to stand out in customer interactions? Click the link in comments to enroll! #ValueSelling #SalesEngineering #ProfessionalDevelopment #PreSalesPillars