Presales Podcast by Presales Collective
AI, Automation, and the Future of Sales Engineering w/Patty Hager
Aug 13, 2024
Patty Hager, Vice President of SMB Solution Engineering at Salesforce, is passionate about inclusion in PreSales, serving on various councils to support underrepresented groups. She shares insights on the transformative impact of AI and automation in sales engineering. The conversation delves into the evolving role of pre-sales professionals and the necessity for self-driven development. Additionally, Patty discusses the significance of community service and personal volunteering experiences, showcasing how these influence careers in client engagement.
39:02
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Quick takeaways
- AI and automation are revolutionizing pre-sales by enhancing predictive analytics and streamlining demo preparations for improved efficiency and client engagement.
- Patty Hager emphasizes the importance of adaptability and continuous learning in navigating sales engineering careers while fostering community involvement through philanthropic initiatives.
Deep dives
The Impact of AI on Pre-Sales
AI is transforming the pre-sales landscape by offering predictive analytics that help identify the most promising opportunities for sales conversion. For example, predictive scoring allows pre-sales professionals to focus their efforts on leads that are most likely to close, thereby optimizing their time. Additionally, generative AI tools can assist in creating tailored communication for potential clients, enhancing the relevance of interactions. With advancements like Salesforce's Einstein Conversation Insight, pre-sales teams can efficiently summarize client interactions and pinpoint key objections or areas of concern raised during discussions.
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