Resources
Explore original research, articles, case studies, testimonials, and more.
Blog
Webinar: Sales Engineer Salary & Workload
Explore primary research into sales engineer salary structures and workload through a landmark study.
Webinar: The 6 Demo Types and Where They Belong
Buyers have spoken, and they want demos. But they want different kinds of demos depending on where they are in their buying journey. In this webinar, we explore the six (yes, six) types of demo and where they belong.
Webinar: Buyer Enablement Is the Only Strategy That Matters
Watch Now Description Get the definitive crash course in Buyer Enablement.Ever feel like you struggle to discover or engage all the relevant stakeholders - like you're selling in the dark?Does misalignment in stakeholder priorities ever bomb your deals?Or how about...
Case Studies
Autodesk
Software Corporation (Presales, Channel)
Global Presales team regained more than 30% of time
Unprecedented insights into Channel sales
Trintech
SaaS (Presales)
Reduced unqualified demos from 50% to <5%
Demo lag time decreased from 14 days to <1 day
Enterprise Customer
SaaS (Presales)
Doubled annual demo capacity from 28,000 to 56,000
Increased digital engagement by 40%.
The Access Group
Sales Team Onboarding
Onboarded more than 250 Sales reps in less than seven days
Discovered 371 new stakeholders
Oracle Solution Consultants
SaaS (Presales)
Over $738,462 saved on one team in 1 year.
Closed deals as large as $75K without a live demo.
Enterprise Customer
SaaS (Sales)
68% reduction to sales cycle.
27% increase in close rate in first 90 days.
IBM Solution Consultants
Server Hardware
67% of target orgs watched a demo
Discovered 59 decision makers
Torch LMS
SaaS (Sales & Mktg)
Converted leads at 11%
Better qualified live demos
CleanTelligent
SaaS (Sales & Mktg)
Increase qualified leads from the website
Discover, educate, and engage the buying group
Customers
Infographics
Guides
Scaling Presales: 8 Strategies to Boost Coverage
Eight strategies to boost coverage and customer experience with existing sales engineering headcount
Essential Guide to Giving the Perfect Sales Demo
More than fundamentals, learn how to personalize your approach to each stakeholder.
Research
2021 Sales Engineer Compensation and Workload Report
The 2021 report compiles data from over 1000 participants and includes new metrics to provide unprecedented insight into Sales Engineering benchmarks the world over.
New topics include:
- Quota
- Career Path
- Customer Organization Sizes
- Key Activities
- SE Assignment Models
and more…
Don’t worry, we’ve also collected all of the data that made the 2020 report so valuable, including:
- Base salary for Sales Engineers and Presales leaders
- OTE (On Target Earnings) for Sales Engineers and Presales leaders
- AE:SE Ratios
- Demo Lag Time
- Sale Engineer Training Time
- Hours Per Demo
- Demos Per Week Per SE
- Unqualified Demos
- Demos Per Deal
- Delegating Demos to Sales
- Using Demo Automation
- Presales KPIs
Get the report now!
Ebooks
Buyer Enablement: A Modern Approach to B2B Selling
Equip your champion(s) and they’ll do the selling for you.
Essential Guide to Shortening Sales Cycles
Why sales cycles have increased 22% over the last 5 years and what to do about it.
The Agile Sales Tech Stack
A guide to growth through leveraging key core and emerging technologies
Webinars
The Scaling Presales Webinar Series
The Buyer Enablement Webinar Series
Buyer Enablement
Webinar: How To Nail the Human + Technology Mix in the Customer Journey With Jason Voiovich
Author, researcher, and recovering marketing and sales executive Jason Voiovich joins Garin Hess of Consensus to walk us through an updated version of the customer journey, explaining how people and technology can work together to create a compelling, measurable, and ultimately effective experience.
Webinar: Why Every Product Demo Needs a Good Story With Oscar Santolalla
The best product demos have a good story behind them. The story can originate from the creators of the product, founders of the company, real users, etc. Stories are powerful in connecting data and technology with real life, which makes your demo compelling and easier to understand.
Webinar: Coaching Buyer-Centric Sales With Kevin Davis
Understanding buying is where selling should start.
Yet most sales processes and funnels focus on seller behaviors and goals, rather than the Buyer’s (often difficult) journey.
