In this episode, my very good friend, Mark Green, Director of Presales and Buyer Enablement at Consensus, joins us to discuss how exactly PreSales fits into the world of Buyer Enablement.

We discuss:

1. In the world of Buyer Enablement, the Future of PreSales is much broader than just working on mid-funnel sales deals.

2. How PreSales Leaders need to rethink how they're measured and avoid just focussing on AE:SE ratio discussions

3. How creating content, especially video content, to support the sales cycle also creates content to support Marketing, Business Development and Customer Success.

4. How PreSales teams can measure themselves in the future: maybe reduction in cost per Marketing Qualified Lead (MQL) and contribution to Net Recurring Revenue (NRR)

Mark is on LinkedIn at... https://www.linkedin.com/in/marktechnology/

In the podcast, Mark mentions the PreSales glossary he's written. You can find it here... https://goconsensus.com/presales-glossary/

Make sure you follow and subscribe and watch out for the next episode in the 'Future of PreSales' podcast series.

In this episode, Art Fromm, President and Founder of Team Sales Development Inc, joins us.

We discuss:

1. Clients trust PreSales. Clients don't trust Sales, but some Sales don't trust PreSales

2. The more Salespeople can use PreSales, the more successful they'll be. It's all about teamwork.

3. The problem with the classic waterfall sales process: Marketing to Business Development to Sales to PreSales to Customer Success

4. Why Client Success, churn rates, retention, and expansion are the only things we should focus on.

Contact Art at... https://www.linkedin.com/in/artfromm/

We talked about findings in the 2023 Consensus SE Compensation and Workload Report, which can be found here... https://goconsensus.com/infographic/2023-sales-engineering-compensation-workload-report/

We also talk about the idea of the Unified Commercial Engine; you can find out more here... https://hbr.org/2022/02/traditional-b2b-sales-and-marketing-are-becoming-obsolete

Within the podcast, we continually swap between the job title PreSales and Sales Engineer (SE); for us it's the same skill set and the same role.

Make sure you follow and subscribe and watch out for the next episode in the 'Future of PreSales' podcast series.

In this episode, we're joined by Andy Ryan, Director of Solutions at CalypsoAI.

Andy is a 'Passionate Generativitist'; he explains what one of those is in the episode.

Andy is also an accomplished photographer; you should check out https://www.andyryan.io/

One of the challenges all SaaS companies need to overcome is handling the demands of supporting both new business sales AND renewals/expansion where the client demands access to the same 'Technical/Business Authority' skill set. We've come from a world where PreSales and Customer Success have traditionally reported to very different hierarchies in a Tech business for what were, very valid reasons.

In this episode, we cover: 

• Moving from Customer Success to Customer Experience
• From PreSales and Customer Success to the 'Solutions' team
• How to compensate both new business AND renewals

Here's Andy's LinkedIn profile: https://www.linkedin.com/in/andyr/

Make sure you follow and subscribe and watch out for the next episode in the 'Future of PreSales' podcast series.