Homerun Presales

Homerun's co-founder and CRO Brian Lewis joined The Wandering Tech Podcast with Paul Harris and Lidia Vasileva about the evolution of presales processes, data, and technology. 🎤 Our favorite part of the discussion was about how none of us control everything at our companies… but we each can excel in our ‘spheres of influence’, whether that is as an individual contributor, a team manager, or a presales leader. 💪 They covered a lot of other topics, including: ✅ The journey from reactive support to proactive partnership in pre-sales ✅ Using data to make strategic decisions about team structure ✅ The future of pre-sales compensation and team organization Listen to the full episode here: https://lnkd.in/ddAXeiYD Enjoy! 😀 #presales #salesengineering #technicalsales #salesengineer #cro #sales

Hey sales engineers… do you do the WORK, but not the JOB? 🤔 Here’s what we mean… We don’t disagree that an AE should be the one ‘in charge’ of a deal. 50% of their compensation and their job security is on the line every quarter if they don’t hit their quota, so IMHO they deserve some control over their fate. So when an AE calls on you to show up for a technical discovery call, a demo, a POC prep call, or anything else… you need to show up and deliver. That means being prepped, ready to contribute, and delivering an amazing performance. They call on you again… you again are prepped, ready to contribute, and delivering an amazing performance. And over and over. BUT… That is doing the work, but NOT the job. That is being reactive participant with your AE, but NOT a proactive partner to your AE. ----- A proactive partner means that you: ✅ Think about your AE’s quota and how help them to beat it (even if it’s not a major part of your comp; this mindset helps you, your AE, and your company 💪) ✅ Think about all your deals and the strategies to close them (You have a brain 🧠 , right? You have ideas 💭, right?) ✅ Think about all your deals and how to close them faster ⏱️ (see questions above) ✅ Listen carefully and capture information diligently about your deals (your ‘Presales Data’ is 💰💰💰; share it and leverage it to guide close plans, time/effort decisions, next steps) ✅ Talk about a deal’s Presales Warning Signs 🛑 with your AE and how to resolve them (why are you concerned about the deal? What feature requests / product gaps are you hearing? Where are their blockers in the Evaluation Plan for the deal?) ✅ Always have an open Action Item 📅 for every deal for how to move the deal forward (which could be as simple as checking in with your AE if there’s been no activity in the last week) ----- Come get a demo to see how Homerun Presales can help you be a proactive partner on all your deals to close more deals: https://lnkd.in/gYKA6UvE #presales #salesengineering #technicalsales #salesengineer #cro #sales

To all the presales managers out there... you are distracting your team if you are randomly pinging them for deal updates. Do this instead! 💪 ✅ Schedule recurring deal reviews with your sales engineers, typically on a weekly basis. ✅ Keep them simple; you will have a lot of deals to review in a short amount of time. ✅ At a minimum, include these 5 items in your deal review checklist. ----- ✅ PRO TIP: Run your deal reviews directly out of your presales management solution (for example, Homerun Presales). When everyone is working from one central location for all-things-presales, you (1) eliminate the need for 'side tools' used for reviews and status updates, and (2) you eliminate all the admin burden and manual data entry by your SEs to provide ongoing updates. ----- If you want to see how to run effective deal reviews with your presales team… come get a demo of Homerun Presales: https://lnkd.in/gYKA6UvE #presales #salesengineering #technicalsales #salesengineer #cro #sales

You. Must. Pause. In. Your. Demos. 😎 Here's why... ✅ You need the break. 😅 ✅ Your audience needs the break. 😊 ✅ You will get really valuable info when you do. 😉 Here's how... (watches videos 👀) Happy demo'ing! #presales #salesengineering #technicalsales #salesengineer #cro #sales

“I absolutely LOVE manually tracking all my presales activities!” - Said No Sales Engineer Ever Because We Are Waaay Too Busy 🤣 Stop wasting your team’s time!! With direct integrations into both Google and Outlook calendars, Homerun Presales automates activity tracking so you get the presales activity data that you need without the admin burden on your team. 😎 💬 Our favorite quote from a solutions consultant who started using Homerun was... “I did a week’s worth of activity tracking in 30 seconds.” 😀 Homerun’s built-in activity dashboards: ✅ Shows each IC their individual activity profiles (you can’t improve what you can’t see!) ✅ Rolls up activity insights to the deal level, the team level, the LOB level, or up the entire presales org level ✅ Segments based on AE, deal type, deal size, and every other dimension that you need ✅ Highlights capacity overloads and under-utilizations ✅ Guides you on time and effort investments and best practices for improving your presales motion And, all your activity data pushes back to Salesforce and into your corporate reporting applications like PowerBI or Tableau. 💪 Bub-bye manual activity tracking! 👋 ----- If you want to see how Homerun can automate presales activity tracking for your team… request a demo: https://lnkd.in/gYKA6UvE #presales #salesengineering #technicalsales #salesengineer #cro #sales

Do your demos have the ENERGY of Times Square 🤩 or the CHAOS of Times Square 🥴? Homerun Presales was in New York City for Demofest earlier this month, which was held right next to Times Square. If you have been through there before, you know how ENERGETIC it is. There is excitement. There is buzz. There is action. There is interaction. It is in your face (in an awesome way!). 🤩 Think about the demos I give... Are your demos as exciting for buyers as visiting Times Square? 🤔 Do your demos have the same energy? The same buzz? The same action and interaction? Are they in the buyer’s face (in an awesome way)? ----- At the same time… Times Square is COMPLETE CHAOS. Waaaaay too many things are going on to be able to pay attention to any one of them. Stuff flashes up. Then changes instantly. Then blinds you with light. Then changes again. People are everywhere. You can barely move down the sidewalk. You get shuffled around. More stuff happens. More stuff flashes. More stuff changes. More… more… more… 🥴 Are your demos chaotic, overwhelming, and hard to follow? 🤔 ----- The best demos have the energy of Times Square, but without all the chaos. 🙌 #presales #salesengineering #technicalsales #salesengineer #cro #sales

The Proof of Concept (POC) or Proof of Value (POV) is the most critical step in the sales cycle for many B2B tech companies. When done right, your POCs & POVs win deals. 🙌 💰 😀 When not, they: 😢 Suffer from scope creep 😢 Waste a ton of time and effort 😢 Extend sales cycle durations 😢 Reduce customer goodwill 😢 Increase deal risk. BOTTOMLINE: If you’re going to run POCs/POVs… run them right. Check out these 4 best practices for running POCs & POVs that win deals. 😎 If you want to see how your team can execute these best practices day to day, deal to deal... request a demo of Homerun Presales: https://lnkd.in/e5Q3A_ke #presales #salesengineering #technicalsales #salesengineer #cro

Demofest East Coast in NYC was A-MAZ-ING! The Homerun team got to spend time with Homerun Presales customers and soon-to-be-customers and first-time-hearing-of-Homerun people and partners and thought-leaders and trainers and book writers and all-around good people. 😅 Homerun's co-founder and CRO Brian Lewis co-presented with Hermann H. on the "Evolution of Pre-Sales into Pre-and-Post-Sales (...maybe?)". It was a fun and engaging conversation with great audience participation! 👏 The Homerun booth was non-stop action, especially with Homerun Senior Solutions Consultant Sameer Kausar 🦆 performing an awesome card trick showing off how Homerun easily surfaces up presales insights. (You need to see this magic in person... how the heck did that card keep showing up on top?!? 😂 ) Consensus was an amazing host (as always)! Thank you for putting on the best presales conference in the world, and FOR FREE! 🙏 See ya'll at the next one! 👋 #presales #salesengineering #technicalsales #buyerenablement

🔥 HOT TOPIC 🔥 Brian Lewis and Hermann H. are talking at Demofest NYC about pre-sales, post-sales, pre-to-post-sales... is there a line? Should there be a line? Is it a blurred line? 😀 They are breaking down: 🤔 Why/If/How pre-sales teams are expanding into post-sales 💪 Best practices for navigating the shift 😬 Pitfalls to avoid when blending the two If #DEMOFESTx is new to you… ✅ It's THE presales conference that you need to be at! ✅ It’s in-person! ✅ And it’s FREE (thanks Consensus for hosting)! 📅 When: Monday, November 4 📍 Where: Convene, 117 West 46th Street, NYC Get registered now 👉 https://lnkd.in/gk2hwdb2 #presales #salesengineering #technicalsales #salesengineer #cro #sales

Hey sales engineers... here's how the best-of-the-best are doing it. 💪 The daily life of a sales engineer is pure chaos... juggling multiple deal, using multiple tools, wondering what's most important, stuff slipping through the cracks... The best-of-the-best sales engineers know how to structure their day-to-day process and workflow to manage their deals and their time. Here are 7 best practices for running deals like you actually want to win them. 😎 #presales #salesengineering #technicalsales #salesengineer #cro #sales