PRESALES UNLEASHED PODCAST
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AKTUELLE FOLGEN
They are the hidden gem of any sales organization.
Do they get all the attention they deserve? Probably not. Are companies levering them to the maximum? Probably not.Have YOU worked with them? Probably YES!
This episode is dedicated to the extension of our organization: Our partners. Partners can be an important contributor to:
- Sales growth
- Project delivery
- Technical evangelism
- Creating new markets
- Customer satisfaction
As we want to learn from the best, we are very pleased to have Mark Schuster join us. Mark has gathered decades of experience in the realm of managing alliances effectively at all the heavy hitters of the tech space: Microsoft, VMWare, Dell, Salesforce and now UiPath.
In detail we discuss the following:
- Partners or Projects. Chicken or Egg. What comes first?
- How do we achieve a WIN-WIN scenario?
- What types of partners are there?
- Which ones do you need - and for what purpose?
Thank you, Mark for joining and sharing your valuable insights with us and our listeners.
👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim
☎️ Unverbindliches Kennenlernen
🥳 ARRtist Circus Berlin – das PreSales Event in DE
🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch
Du möchtest dich mit uns austauschen?
Most agree: Leading with value in sales engagements is key to success.
The problem: It’s not something that comes naturally to everyone.
Starting out in sales, often we take a path riddled with obstacles. Initially, we feel insecure about pretty much everything: Talking to clients, following the right process, understanding our portfolio.
A typical trap we can fall into, is falling in love with our own tech and start bragging about it’s capabilities. It starts feeling safe, as we learn more and more about our own solution. But it’s counter productive! Mature sales organizations have realized this. To lead with value, they have implemented programs. It’s purpose: Close more and bigger deals faster.
Sounds too good to be true? Well, tune into our conversation with Ricarda Rieser, seasoned Value Advisor @ SAP. She shares her experiences and knowledge on how Value Engineering will bring more sales success to you, and even more importantly increased value to your stakeholders!
Ricarda on LinkedIn:
https://www.linkedin.com/in/ricardarieser/
👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim
☎️ Unverbindliches Kennenlernen
🥳 ARRtist Circus Berlin – das PreSales Event in DE
🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch
Du möchtest dich mit uns austauschen?
And what we can learn from each other.
You know people working in Sales? Okay, so do we.
You know people working in PreSales? Okay, so do we.
You know people who switched between both? Well yeah, so do we.
Do you know people doing Sales and PreSales at the same time? Neither did we!
Part of our mission of the Sales Excellence Podcast is to break down barriers, especially between sales and presales. Let’s step away from “us vs them” towards a common “we”. So tune in and join our conversation with Max Lüpertz.
Max is Chief PreSales Enabler & Founder at PreSales Rockstars. He took us on his journey of moving into a hybrid setup, owning both roles. He shares with us, how each role can benefit and learn from each other. In detail we discuss the following:
Why (the heck!?) switch from PreSales to Sales?
Why are PreSales skills also useful for Account Executives?
Why should PreSales worry more about sales processes?
PLUS Max’s most favorite topic: Why is Buyer Enablement key?
Level Up and Let’s Rock. Thanks a lot Max for being our guest and sharing your experiences and insights.
Want to reach out to Max?
LinkedIn: https://www.linkedin.com/in/max-luepertz/
PreSales Rockstars: http://presales.rocks/
Code Intelligence: https://www.code-intelligence.com/
👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim
☎️ Unverbindliches Kennenlernen
🥳 ARRtist Circus Berlin – das PreSales Event in DE
🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch
Du möchtest dich mit uns austauschen?
🎧🎙️ The Perfect Demo Environment, Interview with Peter Cohan
How to suspend disbelief
Peter Cohan is founder and CEO of Great Demo! We had a chat with him about the perfect demo environment. In this episode we review some of Peter's tips on how you can create more compelling demo builts.
The goal: Provide the maximum value to your prospects and ultimately make you more successful.
There are surprisingly simple things that you can easily incorporate into your daily routine, that can have a huge impact on the perception of your audiences.
Care for a sample teaser? Easy: Don’t call it demo!
Why you may ask?
Because your prospects unconsciously translate the word “demo” to mean “fake”.
Keen for more? Tune into this versatile and fun episode with Peter.
Peter on LinkedIn: https://www.linkedin.com/in/petercohan/
Great Demo!: https://greatdemo.com/
Thanks a lot to Peter for a terrific chat and all your insights!
👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim
☎️ Unverbindliches Kennenlernen
🥳 ARRtist Circus Berlin – das PreSales Event in DE
🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch
Du möchtest dich mit uns austauschen?
🎧🎙️ Aufbau einer skalierbaren Vertriebsorganisation in DACHInterview mit Stefan Janssen (VP Sales Seismic)
Du arbeitest im Softwarevertrieb? Du bist auf LinkedIn aktiv? Dann wirst Du bestimmt regelmäßig Job-Angebote von Firmen aus den USA bekommen, die Ihre Präsenz auf die DACH-Region ausweiten wollen. Ein erfolgreiches Geschäft in den USA existiert bereits und nun sollen weitere Märkte erschlossen und Umsatz generiert werden.
Doch wie baut man so einen Standort im deutschsprachigen Raum auf? Dazu haben wir mit Stefan Janssen gesprochen. Stefan hat bereits mehrfach Organisationen für US Companies in Deutschland etabliert und ist heute als VP für Seismic wieder dabei an seine vorherigen Erfolge anzuknüpfen.
- Was ist wichtig bei der lokalen Strategie?
- Kann ich die Value Proposition einfach aus den USA übernehmen?
- Wie baue ich ein schlagkräftiges Team auf? Wie nehme ich die Leute mit?
- Wie definiere ich die richtigen Ziele? Und wie messe ich diese?
- Wie gehe ich mit lokalen Unterschieden in länderübergreifenden Organisationen um?
- Welche Prozesse und Tools sind wirklich entscheidend?
Zu diesen und weiteren Fragen teilt Stefan seine Erfahrungen, Learnings und Ideen mit uns.
Stefan bei LinkedIn: https://www.linkedin.com/in/stefan-janssen-12690b2/
Seismic Website: https://seismic.com/
👍 Viel Spaß & Inspiration beim Zuhören wünschen dir Jan & Tim
☎️ Unverbindliches Kennenlernen
🥳 ARRtist Circus Berlin – das PreSales Event in DE
🤘 Webseite | 🃏 Online-Shop | 📚 PreSales Buch
Du möchtest dich mit uns austauschen?
VOM HÖREN ZUM HANDELN
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