Should PreSales Train Sales: Positives and Potential Pitfalls

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When PreSales assumes the role of training sales, trust and partnership can be at risk. Join Tony Francetic, Senior Manager of Solutions Consulting at Thomson Reuters, as he discusses the benefits and challenges. His solutions consulting team at Thomson Reuters has stepped into the sales training role and the last several years have been full of ups and downs. Success can be found by leveraging PreSales’ ability to help customers understand value, just shift the audience to sales reps.

About the Presenter

Tony Francetic

Senior Manager, Solutions Consulting Thomson Reuters

Tony Francetic (Thomson Reuters) – Tony is the Senior Manager of Solutions Consulting with the Tax Professional Sales department at Thomson Reuters. In this role, Tony oversees a team of 32 solutions consultants that provide web-based and live product demonstrations during the sales process. Additionally, his team includes product trainers and sales coaches. Before moving into his role in presales, he managed a team of trainers in another division. Tony started his career at Thomson Reuters providing technical support to Thomson Reuters products and then transitioned full-time as a technical trainer. He continues to train internally on presentation skills and Crucial Conversations. Tony holds a Cyber Defense degree from Baker College and an Integrated Leadership Studies degree from Central Michigan University.