Stephen Hurrell's Analyst Perspectives

The Member of the Sales Team that Technology Forgot

Posted by Stephen Hurrell on May 17, 2022 3:00:00 AM

Many – myself included – have written about the growth in technologies designed to aid in business-to-business sales and sales management by serving sales reps, line managers, executives and operations. But one area that has been ill-served is technical presales, or sales engineering. You may ask why this should matter. Aren’t presales engineers all about demonstrations? How could technology – beyond video conferencing – help?

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Topics: sales engagement, Office of Revenue