Presales Leader: “We do the work. We get tech wins. But we’re invisible to the C-Suite.”
Me: “How do you show your contribution to revenue?”
Presales Leader: “Umm…”
Me: “That’s a problem my friend.”
Let’s break it down.
PART 1: WE DO THE WORK.
The presales team is the hardest working GTM team.
You get assigned to nearly EVERY deal, regardless of how qualified it is.
EVERY deal is the MOST important deal according to your AEs.
You NEVER get the info you need about new deals.
You need FIVE different software tools just to get through your day.
SURPRISE… you need to give an URGENT demo… TOMORROW!
Hey, can you to write this white paper by next week?
Sorry, but I NEED you on this call... it's in 15 minutes!
All complaining aside… you do the work. YOU’RE PRESALES!
You are assigned a new deal.
You gather info and do your research.
You lead technical discovery calls.
You deliver amazing software demos (even the last-minute ones).
You plan and execute POCs and POVs.
You collaborate with your GTM teams across sales, product, marketing, and customer success.
You do the work.
PART 1: WE GET TECH WINS.
Of course you get tech wins, you good at what you do!
You build trust.
You build rapport.
You design solutions (and sometimes workarounds).
You solve problems.
You show a better future.
You define success for the evaluation.
You demonstrate success.
You get tech wins.
PART 3: BUT WE’RE INVISIBLE TO THE C-SUITE.
Sadly, the only proof of your existence is often a single Field on an Opportunity with the name of the assigned sales engineer.
Sadly, you’re often viewed as a support team.
Sadly, no one ‘rings the gong’ for you when the deal closes.
You help sales, but you are not thought of as sales.
The CRM is often the sole source of proof of the work that was done to win a deal.
The CRM shows:
- Every call the sales rep made.
- Every email the sales rep sent.
- Every note the sales rep entered.
- Every piece of sales collateral the sales rep sent to the prospect.
Surprise, surprise… it looks like sales did it all!
No wonder presales is invisible to the C-Suite.
You’re a butt in a seat.
You’re a headcount line item in the budget.
You’re a field on an CRM Opportunity.
But you’re otherwise invisible.
QUESTION: How do we become visible to our C-Suite?
ANSWER: Show how you contribute to revenue!
We’ve established that you do the work... SHOW IT!
We’ve established that you get tech wins… SHOW IT!
The next challenge you will face is HOW to show it… without a ton of distracting requests to your team for updates, without a ton of data wrangling to build reports, without a ton of admin work imposed on your team to get the data you need for your reports, without… a looooong list of new challenges.
Or, come talk to us. We can help!
Need help becoming visible to your C-Suite? Talk to one of our presales experts about how Homerun can help. Click here to get started!