"Modern buyers don’t just want promises; they want proof, or at least, a fact-based expectation of value. Salespeople who build strong sales product knowledge, who deeply understand how their product works, which problems it solves, and how it delivers value consistently convert more, expand deals, and sell at better margins. "

Getting right has more impact than you might think. By: David Groves In the boardroom, forecasts aren’t just about numbers. They’re the...

The clues are there. The customer is giving you all the information you need. Are you listening? By: David Groves Churn doesn’t shout....

If you don't believe in your product, not only will it undermine your current success, it can follow you into the future as well. In...

Remote-first buying teams, relentless competition, and AI-level expectations have rearranged the rules of enterprise sales. The old...

As your software company grows, one of the most critical hires you'll consider is a Sales Engineering (SE) leader. But timing is...

Startups and high-growth SaaS companies often focus their energy on top-of-funnel growth—more leads, more meetings, more outbound...

You’ve got good leads. You're qualifying deals the right way. So why did this quarter's numbers come up short? Before you blame pricing,...

In the early days of a startup, there's nobody better to deliver the demo than the founder. They carry the passion. They’ve lived the...

Once you recognize the need for pre-sales support , the next step is implementing a Fractional Head of Sales Engineering  effectively....

One critical component of enterprise software sales is having a strong Sales Engineering (SE) or Solution Consulting team . These...

Discover the hidden pitfalls of using regular or generic demos and how they harm your deals.

Avoid costly demo mistakes that kill deals. Discover the top 5 enterprise software demo mistakes and learn how to quickly fix them.

Artificial Intelligence (AI) is transforming industries, promising faster, better, and more efficient results. But is it always...

There's a lot of buzz around AI these days; especially how it is set to transform the role of the Presales Engineer in Enterprise Sales....

Many Presales and Sales professionals I've mentored say they feel uncomfortable asking questions. Most are concerned they'll come across...

Sugar Ray Leonard once said, "If you never know failure, you will never know success." Truer words were never spoken.  In business,...

In today's fast-paced business landscape, the acquisition of enterprise software is akin to investing in a gym membership. At face value,...

The best time to plant a tree was 20 years ago.  The second best time is now. - Chinese proverb The enemy of progress is inaction. So...

Sales Engineer.  Solutions Consultant.  The “Smart Guy” (or Gal).  Whatever you want to call it, I’ve been doing it for nearly 25 years...