Presales Software for High Performing Teams. Do More. Admin Less.
  • Home
  • Product
  • Demo
  • Resources
    • Content Library
    • Blog

Blog

Presales posts to help you become a high performing team and achieve exceptional presales results.
Picture

The #1 Gap in Your Sales Tech Stack: Presales

3/5/2020

2 Comments

 
The #1 goal in sales?
Hit your target

The #1 way to hit your target?
Close deals

The #1 prerequisite to closing a deal?
Get the technical win

The #1 way to get the technical win?
Run a successful presales POC

Given that POCs are mission-critical to hitting your sales target… Why are there no solutions for presales POCs and technical evaluations?

Before building Homerun, we had a need to better plan and execute presales POCS and technical evaluations that would get technical wins. We looked for purpose-built software solutions to help with this, but to our surprise we couldn’t find any. So we did what all good software developers do when they can’t find what they need… we built it ourselves. As more and more sales engineers adopted Homerun as their Go-To tool for managing their presales activities, we knew the need was greater than our own and decided to launch Homerun as a commercially available software solution. 

As we were getting ready to launch, we looked for how best to categorize Homerun within the Sales Tech Stack. We reviewed multiple articles, diagrams, and landscapes that listed the major and minor categories in the modern Sales Tech Stack (see below for a few examples). To our surprise, we discovered that none of them included categories related to presales, sales engineering, presales POCs, nor technical evaluations.

Bottom line: The modern Sales Tech Stack (both in practice and in diagram/landscape form) has a major gap, and we’re doing our part to fill it.

---
Examples of Sales Tech Stack Categorizations:

“The 2019 SalesTech Landscape: What’s Hot and What’s Not Today​”
Source: Sales Hacker (the self-proclaimed ‘World's Largest Community for B2B Sales’), by Nicolas de Kouchkovsky 
URL: https://www.saleshacker.com/salestech-landscape-2019/
Picture
Categories:
  • Engagement
    • Online Meeting & Sharing
    • Email Tools
    • Sales Dialer
    • Lead Distribution & Call Management
    • Proactive Engagement
    • Signals & Social Engagement
    • Mobile & Field Sales Enablement
    • Sales Activity Capture
  • Productivity & Enablement
    • Sales Content & Collaboration
    • Content Sharing
    • Sales Guidance & Recommendations
    • Sales Engagement
    • Scheduling & Appointment Setting
    • Sales Automation
    • Quote & Proposal
    • Contract & e-Signature
    • Partner Management & Channel Enablement
  • Sales Intelligence
    • Database & List Services
    • Account Intelligence
    • Intent Data
    • Company Financial Intelligence
    • Technographics
    • Buyer Insights
    • Relationship Intelligence
    • Contact Information
    • Call Tracking & Intelligence
    • Visitor Intelligence & Reverse IP Lookup
    • Web & Social Prospecting
  • Pipeline & Analytics
    • Price Optimization & Revenue Management
    • Account-based Planning
    • Predictive Analytics
    • Pipeline Management (CRM)
    • Forecasting & Performance Management
    • Conversation Intelligence
    • Data Visualization
  • People
    • Territory & Quota Management
    • Incentives & Commissions
    • Onboarding & Training
    • Sales Coaching
    • Sales Gamification
    • Miscellaneous

“The Sales Tech Stack” (2015)
Source: Scale Venture Partners
URL: https://www.scalevp.com/blog/the-sales-tech-stack
Picture
Categories:
  • CRM
  • Prospect
    • Contact Data
    • Lead Ranking
    • Lead Enrich
    • Social Apps
    • Email Auto
    • Dialing Auto
    • Marketing Automation
    • Virtual Assistant
  • Qualify
    • Demo / Presentation
    • Proposal
    • CPQ
    • Methodology / Process
    • CRM Updating
  • Close
    • Contact Management
    • Referral
    • E-Signature
  • Sales Ops
    • Content
    • Quota
    • Motivation
    • Territory
    • Forecasting
    • Comp Admin
    • Partner
  • Retain

The Essential B2B Sales Stack (2017)
Source: Zoominfo
URL: https://blog.zoominfo.com/the-essential-b2b-sales-stack/
Picture
Categories:
  • Growth Acceleration
  • Data & Prospecting Insights
  • Sales Enablement
  • Social Selling
  • Dialing Automation
  • Lead Management
  • Meetings & Product Demos
  • Securing Contracts
  • Predictive Lead Scoring
  • Scheduling Software
  • Sales Performance & Tracking

Startup Sales Stack Report (2019)
Source: Bowery Capital
URL: https://bowerycap.com/blog/sales/2019-startup-sales-stack-report/
Picture
Categories:
  • “Core” Tools
    • CRM
    • Marketing Automation
    • Sales Intelligence
    • Sales Engagement
    • Live Chat
    • Outbound Call Tracking
    • Sales Enablement
    • CPQ
    • Lead Intelligence
  • “Emerging” Tools
    • Sales Analytics
    • Email Tracking
    • E-Signature
    • Sales Coaching
    • Proposal
    • Contract Management
2 Comments
Happisales link
7/5/2021 06:03:50 am

Thank you for sharing an wonderful post. It was really useful for us.

Reply
Happisales link
7/12/2021 03:13:33 am

I find the blog post very interesting and moreover very informative. Thanks for sharing the informative stuff.

Reply

Your comment will be posted after it is approved.


Leave a Reply.

    Archives

    January 2023
    December 2022
    October 2022
    September 2022
    August 2022
    July 2022
    June 2022
    April 2022
    March 2022
    February 2022
    November 2021
    October 2021
    September 2021
    March 2021
    July 2020
    March 2020
    July 2019
    June 2019
    April 2019
    March 2019
    February 2019

    RSS Feed

​© 2023 Toga Labs, Inc. All Rights Reserved.
HOME     PRODUCT    DEMO    CONTENT LIBRARY    BLOG​​
Terms of Service    Privacy Policy
Picture
Picture
  • Home
  • Product
  • Demo
  • Resources
    • Content Library
    • Blog