Trust, Collaboration, and the Role of Pre-Sales in the Buying Process

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.