In this episode two-part episode, Lidia Vasileva and Amanda Bertucci explore the nuances of pre-sales in the infrastructure sector, the importance of technical knowledge, and the shift from being an expert to becoming a customer advocate. They share personal experiences, insights on collaboration with technical experts, and strategies for managing proof of concepts (POCs) effectively.

The discussion emphasizes the need for a balance between technical expertise and understanding customer needs, highlighting the evolving role of pre-sales professionals in today's dynamic environment.

They discuss the nuances of pre-sales, emphasizing the importance of understanding customer needs, building trust, and the role of diversity and authenticity in the workplace.

They share insights on how to effectively communicate value in technical conversations, the significance of hands-on experience, and the challenges of navigating biases in a predominantly male-dominated field. The discussion highlights the need for genuine allyship and the importance of creating an inclusive environment where everyone can be their authentic selves.

Connect with:

Amanda Bertucci on LinkedIn

Connect with the hosts:

• Lidia on LinkedIn
• Paul on LinkedIn
• Website: solutionspathfinders.com

Music from #Uppbeat (free for Creators!):

https://uppbeat.io/t/mountaineer/milky-way

License code: GD2AS1RU1MVSELY3

WE ARE BACK.

And starting off with a bang, with an interview with the amazing Rew Dickinson.

In this conversation, Paul and Rew discuss the nuances of engaging presentations, the transition from sales engineering to sales, and the importance of leadership in sales roles.

Rew shares insights from his experience at DemoFestX, emphasizing the need to create networking opportunities and memorable experiences for attendees. They also explore the differences between sales engineering and sales, highlighting the skills required for each role and the motivations behind career transitions.

In this conversation, Rew Dickinson shares insights on the importance of personal accountability in sales, the strategic planning necessary for career growth, and the evolving roles of sales engineers and account executives. He emphasizes the significance of discovery in the sales process and how enabling success for others is a key responsibility of sales professionals. The discussion also touches on the impact of consumption-based selling on sales roles and the complexities of navigating these changes in the industry.

Connect with:

Rew Dickinson on LinkedIn

AlphaPresales

Connect with the hosts:

• Lidia on LinkedIn
• Paul on LinkedIn
• Website: solutionspathfinders.com

Music from #Uppbeat (free for Creators!):

https://uppbeat.io/t/mountaineer/milky-way

License code: GD2AS1RU1MVSELY3

In this episode of the podcast, Paul interviews Brian Lewis, Co-Founder and CRO of Homerun Presales, about the evolution of pre-sales and the emerging technology landscape supporting the function. Brian shares insights from his nearly two decades of experience building and leading pre-sales teams, and now developing purpose-built tools for the pre-sales community.

Also, Lidia is feeling guilty about making numbers up on the episode itself, so here are some of the metrics that Homerun Presales share on their website:

• Revenue: 15% increase in deal win rates
• Velocity: 16% decrease in sales cycle durations
• Productivity: 8 hours saved per SE/SC/SA per week
• Ramp: 4 weeks saved onboarding new team members

Connect with:

• Brian Lewis on LinkedIn
• Homerun Presales on LinkedIn
• Homerun YouTube channel
• Homerun website content library

Connect with the hosts:

• Lidia on LinkedIn
• Paul on LinkedIn
• Website: solutionspathfinders.com

Notable quotes: "If you're going to assign me and say, hey, if you close this customer, as the solutions consultant, you are going to stay with them throughout the entire customer journey... eventually all of your time is spent supporting your current customers, which means you have zero time to go out and find new ones."

"Pre-sales teams, we are really good at selling our own stuff. And then we're horrible at buying stuff. We know all the rules. We know all the processes. We know the tips and tricks and best practices when it comes to enabling our own buying teams. And then you turn the mirror on yourself and you don't know what to do."

Music from #Uppbeat (free for Creators!):

https://uppbeat.io/t/mountaineer/milky-way

License code: GD2AS1RU1MVSELY3