Introduction: Welcome to the School of Presales podcast with your host, Rainer Schuppe. In today's episode, we delve into the realm of competitive intelligence (CI). Stay tuned as we uncover the importance of CI in the world of presales and how it can give you a competitive edge. What is Competitive Intelligence? Competitive intelligence, often abbreviated as CI, is the strategic gathering of information about competitors in the market. It involves understanding how competitors operate,...

In this episode of the "School of Presales" podcast the focus is on a crucial aspect of Presales management: metrics or key performance indicators (KPIs). I delve into the significance of metrics, the distinction between data and information, and the essential role they play in performance monitoring and decision-making. Understanding Metrics After 20 years of selling performance management software I can state clearly: metrics are simple data points over time, providing insights into...

In this episode of the School of Presales podcast, I delve into the challenges and strategies surrounding the adjustment of 2024 targets in response to a remarkable 100% year-over-year growth in 2023. Though in the startup scene the recurring nature of such adjustments and discusses the implications of doubling sales targets makes this no surprise - it is still a challenge. I look at the three crucial areas that need attention for successful scaling of the Presales team: hiring, adjusting...

In episode #5 of the School of Presets podcast, we discuss the challenges and importance of Proof of Concept (POC) in the sales process. While some may try to avoid POCs due to time and effort investment, they are often necessary, especially in the startup world. We cover common issues in POC execution, such as endless POCs, low conversion rates, and successful POCs that don't lead to deal closing. To address that, we advocate for a thorough scoping process that aligns business problems...

In this lively podcast episode, Rainer spins a captivating tale about a sales pro navigating the wood-selling world for a small company. Picture this: a Sequoia tree, standing tall amidst smaller ones, poses a unique challenge. We then dive into the realm of storytelling in sales and presales. But he just doesn't just talk about it — he brings it to life, stressing the difference between merely reading a story and authentically telling one. Rainer shares insights on crafting your own story,...

In this episode of the School of Presales podcast, hosted by Rainer, the focus is on the unique role of being the first sales engineer in a B2B software startup. Titled "The Pioneer's Path: Forging Success in Sales Engineering," I emphasize the dual challenge and reward of this pivotal position. Covering the imperative for technical expertise, I highlight the necessity for a seasoned professional who not only sells a product but shapes the trajectory of the entire organization. The...

A hearty welcome to the School of Presales podcast hosted by Rainer. I'm a presaler since 20 years, and since then I am ask what I actually do. What is Presales? And what is it good for? This episode is my take on the answers to those 2 questions. Few people know that Presales is usually found in software sales. And that it can dramatically boost your sales numbers when done right. B2B enterprise software sales without Presales is like Luke Skywalker flying to the Death Star without his...

A hearty welcome to the School of Presales podcast hosted by Rainer. I'm a presaler by heart since 25 years, and by profession it's 20. And why? Because it is the best job in IT in the world. The job of a Sales Engineer. After founding the community https://school-of-presales.mn.co (subscription only, 14 days trial period) and blogging on the website https://schoolofpresales.com this podcast complements the offering. Here I will share my thoughts, tips, stories and more about my journey in...