As Sales and Buyer journeys become more and more virtual, digitised and self-service, not just for Product Led Growth products but increasingly for complex enterprise solutions, the role of PreSales is rapidly changing too. It’s no longer good enough for us to focus on just impacting mid-funnel deals, we have to use our skills and knowledge to scale out and influence the whole of the buying journey from top-of-the-funnel awareness to retention, expansion and consumption journeys. A lot of the future of Tech Sales will look more like a Marketing play. Is it time that PreSales reported into Marketing and if so, what would that look like?
Founder & Chief Presales Evangelist Winning Skills Ltd
Don Carmichael is a PreSales coach, trainer and keynote speaker and the Founder and Chief PreSales Evangelist at Winning Skills Ltd. After a 30-year PreSales career including heading EMEA PreSales enablement at both SAP and Oracle, Don founded Winning Skills to elevate the PreSales skill set and help take the profession and craft forward as Buyer Enablers. Don has taught PreSales skills at Adobe, Deloitte, SurveyMonkey, Sage, Freshworks, Concur and many, many others. Don is co-host of the ‘Two PreSales in a Pod’ podcast series, has his own hashtag on LinkedIn #PreSalesbyDonCarmichael, and regularly contributes to web events.
