The Demo Challenge: Capturing Buyer Attention Before the Demo w/Todd Janzen

Welcome to the Pre-Sales Podcast! Today we have a fantastic guest joining us—Todd Janzen.

Todd brings a wealth of experience from his impressive career in pre-sales, including his time at Salesforce and now as SVP of Customer Success and Buyer Enablement, Consensus

In our conversation, we dive into the presales craft, influence in GTM, and more. One of the standout points was Todd's focus on the statistic that 83% of B2B buyers engage in self-discovery before ever speaking to a sales representative.

We also explore Todd's unique journey into pre-sales, starting from his early days in consulting to becoming a solution engineer at Salesforce. He shared insights on how he developed innovative approaches to enhance demo environments and improve the overall buyer experience, emphasizing the need for solution engineers to unlock their full potential throughout the customer journey.

So, grab a seat and get ready, I hope you enjoy it as much as I did.