Explore original research, articles, case studies, testimonials, and more.
Explore primary research into sales engineer salary structures and workload through a landmark study.
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.
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...
Reduced unqualified demos from 50% to <5%
Demo lag time decreased from 14 days to <1 day
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
Over $738,462 saved on one team in 1 year.
Closed deals as large as $75K without a live demo.
68% reduction to sales cycle.
27% increase in close rate in first 90 days.
IBM Solution Consultants
67% of target orgs watched a demo
Discovered 59 decision makers
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.
2020 Sales Engineer Compensation and Workload Report
We surveyed over 460 participants, including both leaders and practitioners of sales engineering, primarily from software companies, about their salaries and workload. Most responses came from North America and Europe.
This report includes visualizations of and brief commentary about the results. The areas explored in this report include:
- 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
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
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.
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.
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.