Category: Pre-Sales
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Top Presales Discovery Questions for Solutions Engineers
Presales discovery is where deals are shaped. This guide provides the top discovery questions organized into four categories, covering business context, current state, stakeholder mapping, and evaluation risk, along with a framework for translating discovery answers into personalized live demos.
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Presales vs Sales: Key Differences in B2B Revenue Teams
Presales and sales serve different functions in B2B revenue teams. This comparison breaks down responsibilities, skills, metrics, and how demo automation supports both.
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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 Right Demo at the Right Time Changes Everything
Not all demos should be delivered the same way. In modern B2B sales, the teams that win align the right demo experience to the right moment—whether that’s an AI demo agent for early discovery, a live demo for high-stakes evaluation, or a product tour to maintain post-demo momentum. This framework breaks down how to match…
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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…
