Blog

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Train Your Sales Engineers to be Consultative Sellers and Tour Guides

Do you feel like your sales engineers are "good" but they could be better? Figure out how to get them to the next level.

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Why "Discovery" Is Extending Your Sales Cycle

Most prospects don't understand what "Discovery" is. Stop making them speak your language and start speaking theirs.

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Too Busy? How To Get Your Sales Reps To Buzz Off

For when every sales leader tells you about a "fast moving opportunity that is a high priority." As if we haven't heard that before.

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The Best Storytelling Framework for Sales Engineers to Engage Customers

A Simple 3-Step Formula to PreSales Storytelling. Learn how to tell better stories that prospects will relate to and that will help lower cycle times.

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The Most Important Presales Formula Ever

How to pitch anything, including Kubernetes

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SE to -> CEO Podcast | Episode 24.2 with Frank Shultz

In Episode 24.2 of the SE to -> CEO Podcast, we interviewed Frank Shultz, CEO, Infinite Blue.

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Headcount Problems?

Is it just me or does it feel like there are never enough presales engineers to support the sales team? If you're struggling with capacity issues, watch this video.

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How To Make Presales Effective

Why are sales engineers better engineers than they are sellers? A big problem with a simple fix.

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The Confidence Problem

If your sales cycles are too long, sales process alone can't solve everything. You need confident reps and confident engineers.

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How To Tell Simple Stories

Tired of people complaining that you don't tell enough stories? It's never too late to start. Use this simple 3 step formula to get started without having to memorize pages of information.

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Just Getting Started? Or a Seasoned Presales Vet?

We break down three of the best books in the presales profession and when each may be applicable.

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Are You Having Trouble Justifying Your PreSales Headcount?

PreSales teams are frequently understaffed because they rely on ratios that are wrong. Learn how to take control of your headcount using a data-driven approach.

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3 Biggest Mistakes Sales Engineers Make in Discovery Calls

Most sales engineers are better at Solutions than they are at Discovery. After all, we call them Solutions Consultants, not Problem Consultants. Teach them to ask better questions so they can offer better solutions.

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Don't be the Happy Gilmore of SaaS Companies

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3 Steps to Train Your Sales Engineers to Do Better Discovery

Presales engineers say "it depends" way too much. They think they're being helpful, but they're delaying the customer's solution. Train them to stop giving options and start giving solutions.

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A Complete Guide to Effective Technical Sales Enablement

Most people think all presales people are the same. That couldn't be farther from the truth. Stop using a one-size-fits all approach to enabling everyone. It doesn't work.

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3 Steps to Being a More Effective Sales Engineer

Presales and Solutions Engineers don't need to know the ins and outs of sales methodologies, but knowing these 3 questions will save them tons of wasted time.