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A Solutions Consultant is a member of the Technical Sales Team who’s primary role is to support sales efforts with extensive product knowledge, answering questions and demonstrating product capabilities as needed.
Alternative titles include Sales Engineer (SE), Presales Engineer, Solutions Architect, Technical Sales Rep/Engineer, and a host of others, but the most common alternative is Sales Engineer.
In your demos, how often do you find you are apologizing for an inability to demonstrate capabilities, complete workflows, or present compelling results and reports? Far too often, in many cases!
A perfect demo environment enables you to show what you need to show, clearly and convincingly. No apologies, no excuses. In this webinar, we’ll provide (some surprising) recommendations for demo environments to make your demos as crisp, compelling and successful as possible.
Learn the anatomy of a great sales question as well as how to craft and deliver your own.
Software Corporation (Presales, Channel)
Global Presales team regained more than 30% of time
Unprecedented insights into Channel sales
Reduced unqualified demos from 50% to <5%
Demo lag time decreased from 14 days to <1 day
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.
Doubled annual demo capacity from 28,000 to 56,000
Increased digital engagement by 40%.
IBM Solution Consultants
67% of target orgs watched a demo
Discovered 59 decision makers
SaaS (Sales & Mktg)
Converted leads at 11%
Better qualified live demos
68% reduction to sales cycle.
27% increase in close rate in first 90 days.
SaaS (Sales & Mktg)
Increase qualified leads from the website
Discover, educate, and engage the buying group
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.
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:
- Career Path
- Customer Organization Sizes
- Key Activities
- SE Assignment Models
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!
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
While your sales process can keep you organized and proactive, the sale is ultimately distilled down to the sum of key moments in the mind(s) of the buyer(s).
Learn from ROI guru Michael Farber how to empower your champion and craft a razor-sharp message with the right ROI calculation.
How can you utilize prescriptive selling techniques? What the figures show Prediction is king Design a ‘prescription’ for your customer Understand the point of prescriptive sales techniques overall Do you, as a B2B seller, regularly tell your sales reps that...