Daniel Yee

💡 As a presales leader, how do you guide your team to achieve their goals, without wasting time or resources? We spent some time with Chris White, the founder of TechSalesAdvisors and author of The Six Habits of Highly Effective Sales Engineers to get his tips for success. Explore 10 of his top tips for presales leaders in our recent guide that covers: 🚩 Avoiding the top red flags when it comes to collaborating with sales 📈 Planning and measurement secrets to keep your team laser-focused ⌛ Demo time-savers that will give your SEs time back Download the guide via the link below👇 https://lnkd.in/eYRPfqA2 #SE #SolutionsEngineer #demo #productdemo #Reprise

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 Get your Sherlock hat on! 🔍 Good things happen when you conduct discovery the way high-performance software sales professionals do. Want to see them coming true? ✨ Discovery is the key to successful presales. Done right, it leads to compelling demos, faster sales, and fewer “no decision” outcomes. Join our upcoming webinar with Peter Cohan, author of Great Demo! and Doing Discovery, to learn how to do it the right way 🚀 Peter will share how to: 🔹 Differentiate Qualification from Discovery. 🔹 Uncover and deepen pain points, and find business value. 🔹 Master seven discovery skills, like Biased Questions. 🔹 Out-flank competitors with smart discovery methods. 👉 Don’t miss out! Register for our FREE webinar now: https://hubs.ly/Q02zQ-n90 #Software #Sales #Discovery #Webinar #Free #RegisterNow

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Big news! We will soon be hosting Peter Cohan, the Yoda of sales discovery, for a webinar on "Seven Levels of Stunningly Successful Discovery." We all know too well that good things happen when you conduct discovery the way high-performance software sales professionals do. They do it with the precision of a Jedi and the patience of Yoda 🪐 ⚔️ I am very much looking forward to having Peter as our guest to learn how to achieve compelling demos, faster sales, and fewer “no decision” outcomes 🚀 #Software #Sales #Discovery #Webinar #RegisterNow

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Your demos are only as good as the questions you ask. (Say it louder for the people in the back!) During DEMOFESTx London, Max LÜPERTZ 🤹‍♂️, Presales Coach at PRESALES ROCKS.TARS, will show how asking the right questions during demos can create meaningful conversations that drive sales. Learn why tough questions are critical and how to move beyond vague queries to uncover real customer needs. 💪 Looking to level up your next demo? Join Max and your peers at DEMOFESTx 👉 https://lnkd.in/gkpHrV6R

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It’s Q4, and every second counts to finish the year strong. 💪 Watch as Account Executive Andrew Kier demonstrates how he uses ZoomInfo Copilot to rebuild his pipeline and discover new target accounts. By leveraging advanced search filters and intent clusters, he can quickly identify B2B companies consuming relevant research and target key decision-makers — all from within the platform. Ready to crush your quota in Q4? Request a demo to see Copilot in action: bit.ly/3YxIuI2 #ZoomInfoCopilot

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Relationship selling is no longer enough to get deals done. But, combined with technical expertise, it can be a critical differentiator in a crowded market. Your technical experts are the modern buyer relationship-builders. How do you make space (using data and technology) for PreSales teams to prioritize relationships in an increasingly remote world? Onyeka S. has the answers and will share them on April 25. Get live and on demand access: https://unxpctd.vivun.com/ #unxpctdshow

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Driving efficiency in your sales pipeline and deal management can be achieved through dedicated processes and pipelines within your presales teams. By recognising and tracking the presales pipeline stages within your sales process, you can more accurately identify bottlenecks and capacity considerations but, most importantly, understand exactly where your sales deals are in the presales discovery, scoping and design phases. #PresalesLeadership #InnovationInSales #PresalesConnect

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Misalignment and poor execution of quota assignments can have significant negative consequences for a company including missed sales goals, loss of top talent and sales compensation costs that are significantly over budget. The Alexander Group's whitepaper examines prevalent quota-setting practices and the impact of setting quotas “too high” or “too low.” Additionally, we'll expose what tends to go wrong with quota setting and compensation plan design leading to higher-than-targeted incentive payouts. Read the full Whitepaper here: https://lnkd.in/gXNuJwik #Quotas #WhitePaper #BusinessIntelligence #Sales

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Fixing your revenue gaps is the only thing in between you and B2B growth. That's where Swivel's 12-point scorecard comes in. We'll dig deep to identify gaps and opportunities for improvement in your foundational infrastructure, lead generation, and sales revenue. Schedule a meeting today to start your audit: https://kont.ly/0b36a0b2

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Why should you subscribe to the PreSales Handbook? Are you ready to level up your PreSales game? 💥 Look no further! Here’s why hitting that subscribe button will be the best decision for your PreSales career: 1️⃣ Master PreSales like a Pro: From crafting winning demos to nailing client discovery, this handbook has everything you need. 📚 It's like having a PreSales mentor in your pocket! 🧠 2️⃣ Tackle Real Challenges: Learn from real-world experiences that save you from learning things the hard way. Discover how to avoid those demo disasters before they happen! 🎯 3️⃣ Become the Client's Hero: You’ll not only solve technical problems but also help clients see the *true value* of your solutions. 🦸‍♀️🦸‍♂️ 4️⃣ Stay Ahead of the Curve: With a constantly evolving field, keep your skills sharp and stay on top of trends. 🚀 New tools, strategies, and techniques—*all in one place*. Don’t miss out on becoming a PreSales legend. 🏆 Subscribe now and transform your career!

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Take your demo program from chaotic ➡ optimized. Presales leaders: If you're ready to be seen as a strategic partner in driving sales strategy, here’s some advice on how to implement a demo program at any level of presales maturity: ✅ If your team and structure feels chaotic, start by making the case for a demo program. Calculate the cost of the time your SE team spends on administrative or non-strategic tasks. How would templatizing and scaling demos help free up that time? ✅ If you already have a few high-performing demos, ask yourself how you might repurpose those demos and build upon your foundation to create a demo library. ✅ Are you measuring the success of your demos? If not, consider asking for anecdotal feedback from sales and/or marketing on which demos work best. Tap into demo analytics to understand your prospects’ user sessions and see which content is resonating most. Learn more about implementing a demo program for your company's stage of maturity on the blog: https://lnkd.in/gU_KC2nC #Demo #DemoProgram #SalesStrategy #Presales #SE

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Selling on cloud marketplaces is a game-changer for your sales strategy. What does this actually mean for AEs and how can you take advantage of these benefits? Take a look at this blog for more tips for unlocking co-selling success, written firsthand by Invisory’s AE, Javier Melo. Read it today: https://lnkd.in/ghRH5C98

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As H1 draws to a close, it's the perfect moment to reflect and recalibrate for the rest of 2024. Looking back at the Presales landscape, we've seen significant shifts: Key H1 trends: 💠 AI-powered demo environments gaining traction. 💠 Shift towards value-based selling over feature-focused pitches. 💠 Increased demand for industry-specific solution expertise. What's working: 💠 Personalized POC driving higher conversion rates. 💠 Virtual reality demos breaking geographical barriers. Challenges: 💠 Longer sales cycles due to economic caution. 💠 Rising competition in cloud-based solutions. What are your reflections on H1? Let us know in the comments!

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POV: "We need more pipeline" Revenue teams are under unsustainable pressure, asked to hit targets increasing faster than the traditional remedies can show results. Is it time for a new solution to the age-old pipeline problem? Our hot take: PreSales is a critical lever to increase both sales process effectiveness and the market readiness and responsiveness of products. 

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46% of PreSales teams already use AI daily (State of PreSales Report, AI Edition). But what about AI specifically built for sales engineers? Leah Katsekas McTiernan from Docusign explains how automating repetitive tasks frees up PreSales teams to focus on what really matters: 🤝 Building meaningful customer relationships and delivering value. Find out how AI is helping PreSales professionals work smarter and drive better results on her episode of The Unexpected Lever with Jarod Greene (link in comments)

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Scaling presales is more important than ever! Presales are in demand across the entire sales funnel, but they can’t be everywhere at once. Scaling Presales has always been tricky, and according to the 2024 Sales Engineering Compensation and Workload Report, it’s going to get even trickier. The length to onboard Presales ICs went from 6.8 months to 8.3 months. That's 22% longer to get SEs/SCs competent and working with sales teams! Want to see what other trends we uncovered? Download the report here. https://lnkd.in/gWevdr8V #presales #salesengineers #demoautomation #consensus #buyerenablement

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