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
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
Micro Focus
SaaS (Marketing)
$3M pure pipeline generated
77% conversion rate over 10 months
Impartner
SaaS (Marketing)
PRM solution sees 10x increase in leads
Tailored persona messaging
CleanTelligent
SaaS (Sales & Mktg)
Increase qualified leads from the website
Discover, educate, and engage the buying group
Torch LMS
SaaS (Sales & Mktg)
Converted leads at 11%
Better qualified live demos
Carowinds
B2B Sales (Events)
3X Conversion Rates
21 hrs 14m engagement
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
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
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.