Sales Engineering is one of the few jobs involving sales and engineering practices to reach potential customers. It exists in the enterprise B2B (business-to-business) sales pipeline and involves a multi-step…
The presales process is the most critical part of selling an enterprise product. The presales prism separates the various steps and demonstrates why certain activities are necessary during each step.…
Salesforce is considered as a “source of truth” for all sales related data in CRM. To maintain the spirit of “source of truth”, Success supported 2-way sync since beginning for…
Data is cool. There’s no doubt about it: data can tell you more than just what’s happening right now – it can also help you forecast better results, get better…
The discovery call is the first call with a potential customer to move forward in the sales process. It is an opportunity to identify why the customer needs your product…
In the beginning of this century, we did not have the word “pandemic”, “lockdown” or “quarantine.” In fact, last year, we hoped that it would be temporary. Today, we are…
Demo presentations are the window of opportunity to showcase the solutions your product offers for solving business problems. Let’s look into some tips to pull off a great demo. 1.…
It’s important to remember that a demo is not simply demonstrating software. Its main purpose is to help the prospect understand how they could use the software to solve their…
A Sales Engineering (SE) leader plays a pivotal role in the success of a presales team. Sales Engineers rely on their leaders to perform crucial sales engineering duties. They can…
The science of sales enablement for sales engineers lies in the formula: planning, preparing and engaging. Now it’s time to classify the steps. The main element that makes sales planning…
