47. Scaling New Logo PreSales Teams w/Kathy Horan Lalama

On the PreSales Podcast, James Kaikis and Kathy Horan Lalama connect on the topic "Scaling New Logo PreSales Teams". Kathy, Director of Solutions Engineering, talks about Scaling New Logo PreSales teams. Some organizations approach selling to new logos the same way that they sell to the existing install base. In this episode, Kathy talks about why and how the motions are different.