Author: Laura Cotton
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SE Spotlight: Celebrating Luke Havens, Our March Winner
Presales excellence is built through consistency, continuous improvement, and the ability to truly understand buyers. In this SE Spotlight, we recognize Luke Havens, Senior Solutions Consultant at Trintech, as March’s winner. Learn how top Sales Engineers improve their demo skills, tailor storytelling using customer language, and level up through small, consistent habits like call reviews…
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What Makes a Great Presales Professional in 2026?
What defines a great presales professional today goes far beyond product expertise. In this article, presales leaders from Clari and impact.com share how curiosity, empathy, storytelling, and business acumen are redefining success for Sales Engineers. Learn the key skills modern presales teams need to deliver impactful demos, guide buyer conversations, and leverage AI to elevate…
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5 Takeaways From Presales Leaders on Coaching, Developing, and Retaining Great Teams
Presales leadership is evolving as teams face higher buyer expectations, more complex deals, and leaner resources. In this recap, leaders from Clari and impact.com share five key takeaways on coaching, developing, and retaining high-performing presales teams. Learn why modern Sales Engineers must go beyond product expertise, how discovery and storytelling drive impact, and what leaders…
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SE Spotlight: Celebrating Logan Rusconi, Our February Winner
Presales excellence goes beyond demos—it’s about discovery, storytelling, and driving real business outcomes. In this SE Spotlight, we recognize Logan Rusconi, Team Lead at Outreach, as February’s Presales Circle of Excellence winner. Learn how Logan combines technical expertise with storytelling, mentors his team, and shares practical advice for Sales Engineers looking to level up in…
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The New Reality of Presales Leadership: The Management Challenges Teams Can’t Ignore
Presales leadership is evolving as teams navigate leaner resources, more complex deals, and rising buyer expectations. This article explores the most pressing management challenges facing today’s presales leaders—from breaking out of the player-coach trap to preventing burnout, delivering effective feedback, and creating meaningful career paths. Learn how top leaders from Clari and impact.com are adapting…
