Reprise’s Post

SEs are in a tighter-than-ever race against time to keep pace with innovation (this week's GPT-4o launch makes that hit home). It's critical to maintaining your competitive edge. How do you introduce a systematic framework to keep them ahead of the curve? In this blog, Kerry Sokalsky of Tech Sales Mastery shares his expertise on how to scale efficient, effective enablement across your PreSales org 👇

SEs are in a tighter-than-ever race against time to keep pace with innovation (this week's GPT-4o launch makes that hit home). It's critical to maintaining your competitive edge. How do you introduce a systematic framework to keep them ahead of the curve? In this blog, Kerry Sokalsky of Tech Sales Mastery shares his expertise on how to scale efficient, effective enablement across your PreSales org 👇 #xpertcommunity

People often ask me about the unique traits of world-class Customer Engineers at Google. Similar roles elsewhere may be called Sales or Solution or Field Engineers. Here are my top picks, summarized as "7 C's: 1. Customer Obsession: They prioritize understanding customer pain points, crafting tailored solutions, and build lasting genuine relationships. Customers always come first, no matter what. 2. Unmatched Competence: They possess deep product knowledge, constantly track industry trends, excel in problem-solving, and leverage analytical thinking to deliver results. 3. Building Strong Connections: They excel at building rapport, actively listening, and demonstrating empathy, creating a bridge of trust with customers and other stakeholders such as Engineering, Product, Support, and Marketing. 4. Mastery of Communication: Clear and concise explanations, compelling storytelling, and adaptability to diverse audiences make them masters of conveying their message effectively. 5. Insatiable Curiosity: They invest in continuous learning, insightful questioning, and a penchant for challenging the status quo fuel their innovative spirit. 6. Fearless Courage: They stand up for what's right, tackle complex challenges head-on, and take calculated risks, demonstrating a fearless approach. 7. Unleashing Creativity: They thrive on finding unique solutions, crafting engaging demos, and actively collaborating to develop innovative offerings.

WANT TO UNDERSTAND WHERE YOUR REPS' DEALS ARE? But you can't because information is scattered and methodology isn't being followed? You're not alone. We're here to help. Scratchpad Deal Inspection is the ‘easy button’ to help executives and sales leaders answer questions, spot risks in real-time, and have detailed visibility at all levels. And with no-code automations Ops can help your reps instantly update Salesforce from Slack, drive better behaviors, improve coaching, and give you instant insights into gaps in your pipeline. Get better performance across your org at the 🔗 👇 #Sales #RevOps #GTM

#salesforceupdate Everyone working in sales for Salesforce Partners has seen the difference between the Partner Demo and the Salesforce demo. Are they similar? No, they are poles apart but part of the same product. Salesforce plans to upgrade its channel partners' demos with the upcoming webinar series "Demo Like Salesforce." #demo #demolikesalesforce #salesforce #channelpartners #salesforcepartners #salesforcecommunity #crmsoftware #crmsystem #crmsolutions

Selling a product was yesterday. Today, customers are not looking for products; they are looking for solutions to their specific use cases. Understanding customer needs is essential in today's option-filled world. Decision-makers want solutions that tackle their specific challenges and integrate easily with their existing tools, aiming to improve operations for better efficiency and productivity. Julia Klaric, Senior Solutions Engineer at Atlassian, aims to prepare you as a solution consultant, providing knowledge on adapting to this new selling approach. DEMOFEST 2024, the only Presales focused event, is happening May 21-22. This event will be jam-packed with insights from the industry’s best thought leaders. We’re also hosting an extra day for customers only on May 23. Register Now! https://lnkd.in/gV4JD49z #scalingpresales #presales #salesengineers #solutionsarchitect  #demoautomation #consensus #buyerenablement

I know many clients are asking these questions internally (and to me) - Do SDRs actually work anymore? - Should we just cut our SDR team next year? - Could we invest that money in tools and AI instead? - Should our SDRs be reporting to Sales or Marketing? While there's no one-size-fits-all answer... There are some truths: 1. The way to make SDRs win has changed 2. The best teams have become more strategic 3. It only makes sense if your deal size warrants it 4. AEs can't be full cycle and ramp as quickly or close as much 5. There is a way to make it work in 2025 (that are real and simple) The ways to make SDRs flourish is covered in this week's pod with David Wilkins, Founder of SDR Leaders of EMEA and Saleswise: Top of Funnel Consultancy (Episode releases today at 12:00 BST) And what he's learned from his time at Infoblox, Snowflake, Palo Alto, and Solace is summarised in this week's Growth Magnet newsletter (ideal if you're in a hurry) So before you make any cuts and have your own 'Interstellar moment' next year... Why not read this first? 5 minutes now could save you months next year. But back to the question... Should SDRs still have a place in 2025?

DEMOFEST always has the best content, and 2024 was no exception. Here are the top ten sessions based on viewers rating for exceptional content. The top ten sessions based on content were: -Andy Pollard of Infor for “Think Out of the Box and Get the Most out of Consensus Tours” -Bill Balnave of Mezmo for “Sales Engineer vs. The Brain” -Chris White of Tech Sales Advisors for “The Three Keys to Influence: Revolutionize Your Sales Approach” -Malcolm Murphy of Mimecast for “Great interview questions... and how to answer them” -Matt Lauer of Consensus for “3 Ways to Measure and Implement Buyer Velocity” -Neil Lynch of Oracle for “Three Presales Lessons That Changed My Career” -Rew Dickinson of Alpha Presales for “Good businesspeople personalize to the role. Great businesspeople personalize to the human. Do both.” -Scott Reeder of ReliaQuest for “How We Streamlined Our Technical Evaluation Process (and Got Our CEO's Attention!)” -Tom Edwards ACMA, CGMA of BlackLine for “Driving Change and Adoption across the Organization (Keynote)” -Tony Francetic of Thomson Reuters for “The Stoic Presales Professional” Don’t miss out on these impactful insights. Register now to get access to the recordings. https://lnkd.in/gV4JD49z #interactivedemos #demoautomation #consensus #buyerenablement