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A Seat at the Table – A Case for Pre-sales Leadership

 

presales leadership

Perhaps you can relate to a situation from your past. You are eight years old and attending a large family holiday dinner. It is time to eat, and as the adults and teens find their way to the big table, you see it. The dreaded children’s table. Your older brother or sister gives you that smug look as they sit down with the adults. It isn’t until years later that you finally get a seat at the big table. For today’s technology companies, presales leadership often feels like that eight-year-old child when it comes to having a seat at the product roadmap, sales forecast, resource analysis, and planning tables. What a travesty!  It is time that everybody grew up and realized that presales leadership belongs to each of those tables. 

If you can relate to this sentiment, consider attending a webinar I will be leading on the topic Wednesday, February 17th. In the meantime, let’s examine those tables and why it is in every organization’s best interest to get them there. 

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12 Tips for Home Office Success

Win From Home- tips for home office success

You’ve been directed to work from home. You’ve done it before but, now it will be for an extended time. In this blog, we’ll provide you quick and effective ways to have the right setup, tools, techniques to increase your effectiveness with team members, clients, and prospects. For client-facing roles, we will also provide tips for building momentum in the sales process that simply aren’t achievable in traditional, face-to-face encounters. Shockingly, you will learn how to become MORE productive than when you were in the office! The following are excerpts from our recently released video course, “HomeOffice2Win!”

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Melting an Ice-Cold Sponsor With Your Subject Line

Here’s a scenario we’ve all experienced. It is three days before a key demo, and you need the sponsor at the client to follow through on her promise to schedule discovery calls. The problem is, she isn’t responding to your emails or voice-mails. As a pre-sales professional, you know the importance of making those connections and getting your critical questions answered. The salesperson on the account is too busy or distracted to help. What do you do? The answer is all in the subject line…

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Stop Rescuing Revenue and Start Growing It

Client Services Strategies

We believe there’s a goldmine in your current customer base when Client Services Teams have a solid strategy to manage your relationships.

Does this sound familiar?

They licensed your solution, they signed up for a lower tier of users and options, they didn’t really implement it well, they didn’t interact during the subscription, and just before their renewal deadline you received an email informing you that they would no longer be using your platform.

Now you’re in crisis mode with a client you hardly know. You ask for a meeting, beg for continuation, ask what went wrong, offer discounts, etc. The problem was, they simply didn’t use the application like they thought they would and the cancellation is being directed by an executive that no one had met.

“With the right plan in place you’ll get the renewals AND grow revenue long after the sale.”

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Emotional Resonance in a B2B Space: How Do We Achieve Resonance With Stakeholders?

Bob edit shirtThe phenomena of resonance takes place in a multitude of areas in our daily lives, and is significant in that many of those areas are areas that bring us great joy and pleasure. From the waves of the ocean to the beautiful strains of music,  it it isn’t difficult to find the importance of resonance in, well… the most important things.

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Simplifying the Sale in 5 Steps

 Depositphotos_19300633_xl-2015

Today’s B2B buying and selling game is unwilling to slow down to accommodate the “crawl” that is necessary to accomplish a bottom up/directed opportunity using the traditional method. In adhering to a Rule of 24 Bottom Up/Directed opportunity approach, operations are streamlined and purposeful. Gone are the days of phone tag and waiting to hear if the potential client has heard from the person in authority who has permission to process orders, or if the sales team will need to wait for that approval. Also gone are the follow up meetings after follow up meetings that might take months to manage and schedule. By following a less traditional, and more advanced Rule of 24 Bottom Up/Directed Opportunity, what might’ve taken months can be accomplished in a matter of days, or even mere minutes.

 

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