Presales Podcast by Presales Collective 37. A PreSales Journey w/Jeff Margolese
Feb 1, 2021
Jeff Margolese, Senior VP of Global Solutions Consulting at ServiceNow, shares his rise from programmer to global pre-sales leader. He tells stories about building technical credibility, scaling teams worldwide, creating Tech Summit training, and turning SE innovations into products. Short, candid tales on culture, reporting into revenue, and making pre-sales a strategic destination.
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Global Differences Change GTM Strategies
- Global leadership exposes varied go-to-market models, competitors, and cultural selling styles.
- Don't assume U.S. experience covers partner-driven markets like Europe or Japan.
Adapt Relationship Styles Globally
- Learn cultural norms before attempting the same personal relationship tactics globally.
- Adapt approaches for hierarchical or space-constrained markets and prioritize empathy.
Prioritize Revenue Then Enablement
- Make the number your primary priority, then focus on team enablement and customer outcomes.
- Invest in training, tooling, and NPS-focused work because pre-sales impacts renewals and satisfaction.