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Just like a plant needs space to grow, your career needs new opportunities to flourish. In a Software Presales role, you get to use your technical skills while engaging with customers and driving sales. 🌟 👀 Follow me for presales advice & tips. #CareerGrowth #SoftwarePresales #TechToSales #presales #presalesconsultant #businessdevelopment #salescycle #sales #PresalesExcellence #EngagementStrategies #ValueCreation #RelationshipBuilding
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Is PreSales and Customer Success just turning into the same job? Here's Part 7 of my 'Awkward PreSales Conversation' series. As evidence, I offer you the first sentence in the role overview for a Principal Success Manager on Salesforce's Careers portal. "The Principal Success Manager demonstrates deep business, industry, and product knowledge to partner with customers and guides them to accelerate business value..." It's all there: business/domain authority, technical authority, deep business value knowledge and working with clients. Sounds like a PreSales person to me. In the past, the Customer Success role was seen as an extended support or technical account manager role that needed to call on PreSales if any technical questions popped up. But not any more; Buyers want to keep talking to the business value/outcomes/success architect all through their journey, not just at the initial sale. Many Tech companies have been shifting their PreSales into churn protection and expansion roles to focus on NRR. It makes huge sense in the subscription and consumption world, where the real money is made in getting clients to consume your technology. #presales #presalesbydoncarmichael #saas #salesengineering #salesenablement
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Don Carmichael highlights an extremely important topic about the balance of Presales and Customer Success just now. This has been my belief for a few years, which has been further validated in my recent roles. While I think there is still a need for Presales to land new customers uncovering new areas of value from the solution, it’s now up to Customer Success to not only deliver the value against these typically smaller deals, but also to expand the opportunity into new use cases. So the real growth is being delivered after the customer has been landed. And if the use cases are simple and repeatable with a clear value proposition, Customer Success needs to work with the product teams to ensure these are built into the solutions enabling future potential customers to research and buy without the need for Sales and Presales involvement. Personally I like how Presales and Customer Success are both evolving along a common customer journey built on a single view of solution value. Do you agree or are you seeing something different happening?
Is PreSales and Customer Success just turning into the same job? Here's Part 7 of my 'Awkward PreSales Conversation' series. As evidence, I offer you the first sentence in the role overview for a Principal Success Manager on Salesforce's Careers portal. "The Principal Success Manager demonstrates deep business, industry, and product knowledge to partner with customers and guides them to accelerate business value..." It's all there: business/domain authority, technical authority, deep business value knowledge and working with clients. Sounds like a PreSales person to me. In the past, the Customer Success role was seen as an extended support or technical account manager role that needed to call on PreSales if any technical questions popped up. But not any more; Buyers want to keep talking to the business value/outcomes/success architect all through their journey, not just at the initial sale. Many Tech companies have been shifting their PreSales into churn protection and expansion roles to focus on NRR. It makes huge sense in the subscription and consumption world, where the real money is made in getting clients to consume your technology. #presales #presalesbydoncarmichael #saas #salesengineering #salesenablement
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Ready to level up?🌟 Switching to a Software Presales role means more exposure, growth, and success. 👀 Follow me for presales advice & tips. #SoftwarePresales #CareerGrowth #TechJobs #presales #presalesconsultant #businessdevelopment #salescycle #sales #PresalesExcellence #EngagementStrategies #ValueCreation #RelationshipBuilding
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New sales ops hires have no idea what they are getting into with Salesforce. Here's why: Imagine you’re building a deck. And you are given the keys to a Home Depot. You have access to unlimited equipment and supplies. But you get no instructions on what deck you are building or how to build it. This is what situation most sales ops roles are in with Salesforce. Without training in its full capabilities, admins will be stuck and overwhelmed. This is why I created the Salesforce Accidental Admin Accelerator for sales admins. I recently did a webinar on YouTube that talks about how we are helping SalesOps and sales administrators with Salesforce. You can view it here: https://lnkd.in/g297XegA
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GTM360 Marketing Solutions - Founder CEO; Oracle - ex Head of Business Development; Author Amazon Bestseller List Book
Tired: Salesforce typically spends around $2.5 in Sales & Marketing for every $1 in R&D / Product / Engineering. Wired: The S&M / R&D ratio of SFDC has exactly been 2.7 in each of the last three years (Source: 10K). Coincidence or height of discipline?
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Experienced Software Engineer | Passionate About High Quality Process, Systems, Sales and Sales Process
Sales Engineers, how do you make sure you are on the opportunity team for all the opportunities that you are working with? This aspect of the job has been one where I never felt 100% confident I caught every opportunity due to the volume of calls I’m on and the nature of when a call converts to an opportunity. Recently I created a script that loops over my calendar and looks up the salesforce details and I’m pretty happy with how it’s working! I wonder how others solve this? Do you create an opportunity for every call? What if the call is very early in ascertaining the difference between a lead and an opportunity?!? #salesegineering #salesforce #salesautomation
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Switching to a Software Presales role can reignite your career 🔥. You'll leverage your tech skills in new ways and directly impact sales! 🚀 Ready to transform your expertise into success? 👀 Follow me for presales advice & tips. #SoftwarePresales #CareerGrowth #TechExpertise #presales #presalesconsultant #businessdevelopment #salescycle #sales #PresalesExcellence #EngagementStrategies #ValueCreation #RelationshipBuilding
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If you've been in a technical role, it's time to level up! 📈 Software Presales could be your next big move. 👀 Follow me for presales advice & tips. Share if you're ready for a change! 🔄 #SoftwarePresales #CareerGrowth #TechIndustry #presales #presalesconsultant #businessdevelopment #salescycle #sales #PresalesExcellence #EngagementStrategies #ValueCreation #RelationshipBuilding
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Presales Warning: beware! Broad, generalized statements about presales are exactly as useful and accurate as broad, generalized statements about any other discipline! (Like this one!) Why post this? Recently, a presales tools vendor posted the results of their survey declaring that the average “Sales Rep:Sales Engineer Ratio” is currently 2.9:1. While this may be a general average based on the data they collected, it should NOT be accepted as the “right” way to manage resources. For example, there are vast differences in effective Sales:Presales ratios depending on: - Market and/or vertical - Complexity of products - Buying/sales cycles - Prospect/customer location on the Technology Adoption Curve - And many others Even WITHIN a single vendor, Enterprise ratios could be closer to 1:1, Mid-Market might be 3:1, and SMB might be 6-10:1. Analyze and understand your OWN space to determine the optimum sales:presales staffing! (And try to ignore the Anchoring Effect of that vendor’s report…!)
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