Presales excellence shows up in a lot of ways: great discovery, crisp storytelling, and demos that don’t just show features, but shape how the prospect sees a product.
That’s exactly why we created SE Spotlight: a monthly program to recognize the presales pros who raise the bar for the craft and elevate the teams around them.
For February, we’re excited to celebrate our SE Spotlight winner: Logan Rusconi, Team Lead, Global Solutions Consulting at Outreach.
What sets Logan apart
Industry-leading impact and consistency
Logan combines technical mastery with storytelling to deliver highly customized demos for the world’s largest companies. As the SE supporting Outreach’s Global segment, he consistently influences multiple millions in ARR with a 67% win rate.
Logan is consistently trusted to step into the most strategic opportunities, where demo precision matters most.
Ownership and innovation
Logan doesn’t just win deals, he makes the whole team better.
According to his nomination, he:
- Helped lead the evaluation and rollout of Saleo to modernize Outreach’s demo environments
- Authored internal documentation to raise the demo bar
- Mentors other SCs on storytelling and demo execution
That’s presales leadership in its purest form: turning personal excellence into organizational leverage.
Logan’s advice for SEs looking to level up
Logan shares a refreshingly practical answer to “leveling up” and he starts in the most grounded place possible:
“Be the best at what you’re doing right now.”
Logan then speaks to what specific things you can do to achieve this:
- Seek feedback cross-functionally (sales leadership, product, marketing) – because it isn’t always handed to you
- Raise your hand for projects that improve how the team runs – demo scripts, discovery, environments, enablement
- Don’t just identify problems, bring solutions
- Find mentorship outside your organization for unbiased perspective and bigger opportunity
- Build AE partnerships with empathy – their job is hard; trust is earned in the messy moments
- Practice curiosity so you can stay simple, relevant, and engaging throughout the evaluation
What is SE Spotlight?
SE Spotlight is Saleo’s monthly program honoring top performers in presales.
Each month, we select one winner for our Presales Circle of Excellence and feature them to celebrate their craft, leadership, and impact. Winners are also featured on LinkedIn, included in our Winners Circle, and receive a recognition badge and gift card.
Nominate someone for SE Spotlight
Know someone who consistently delivers incredible demos, drives outsized impact, and elevates the people around them?
Nominate them for SE Spotlight and help us celebrate the presales leaders pushing this profession forward.
