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3 Ways Presales Must Evolve in a Product Led World

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Rob Falcone
Sr Director of Sales Engineering, Guru

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At a time where customers can increasingly evaluate, try, and buy B2B software on their own, being a well-informed human is both harder and more important than ever for Product Led Sales organizations.

Enter PreSales professionals, who have the versatility and expertise needed to help these organizations meet the heightened customer demands.

In this conversation, Rob Falcone will discuss what it means to be a Product Led Sales organization in 2020, the challenges these organizations face, and 3 specific ways PreSales professionals can become their team’s secret weapon.

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About the Presenter

Rob Falcone is the Senior Director of Sales Engineering and strategy at Guru. In his role, he not only leads Guru’s Sales Engineers, but also is on the leading edge blending the strategies that we’ll talk about today – product led growth and sales. Previously, Rob served as the VP of Sales at Zoomer (Y-Combinator ’15), where he led the company’s 30 person revenue organization, in addition to spending time in prior lives as a sales engineering leader and enterprise sales rep. Rob is also the author of Just F*ing Demo! an intentionally short guide to leading product demos that peaked at #1 on Amazon’s Sales Presentation bestseller list.

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