There’s now growing demand for PreSales across the entire customer lifecycle. Part of it is a function of new kinds of experiences B2B buyers expect as they make buying decisions. Another part is a function of the fact that buyers simply want to interact with PreSales earlier in the process and long after the initial deal closes.
That has lots of implications for PreSales teams. It means more content, more demos, more POCs, and more impact on outcomes. It also means more bottlenecks.
The most common solution to these bottlenecks is to hire more SEs. But that’s not a great solution because good talent is hard to find. And even if you can find it, SEs take six to 12 months to onboard compared to just three to four months for the average AE.
So instead of spending time on high-impact tasks, SEs end up doing a lot of transactional work, like repetitive intro demos. SEs deliver 40% more demos per week compared to last year, and over 30% of demos are unqualified. How do you get more from the resources you have, while keeping them around longer?
In this guide, Consensus offers strategies to answer that question, and in the process 1) make individuals and teams more effective, not just more productive, 2) so they have a more measurable and sustained impact on outcomes, and 3) so that the PreSales function itself is elevated to the point where they have a seat at “the table.”
You’ll find a wealth of resources and content to help you, including supplemental guides, free worksheets, and several lists you can download to start benchmarking against.
Access the guide here.