These guys weren’t expecting it. Were you?
You’ve read the 2021 SE Compensation and Workload Report. But what does it mean for Presales moving forward?
The second annual SE Compensation and Workload Report by Consensus gave Presales leaders and practitioners in-depth insights into developing trends across the global technology industry. But what does it mean for Presales moving forward?
We asked a panel of experts to read the report and show us what trends and insights shocked them the most, and what Presales professionals need to be prepared for. Peter Cohan, Don Carmichael, and John Care reveal these insights as part of our Scaling Presales webinar series.
Peter Cohan is the founder and principal of The Second Derivative and the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been and continues to be a prospect and a customer.
John Care is the author of the highly successful book, “Mastering Technical Sales: The Sales Engineer’s Handbook.” The book has been described as “the ultimate how-to manual for Presales engineers and their leaders,” and is now an integral part of new hire development at many technology companies. To date, over 35,000 students have been trained in his Professional Skills Curriculum.
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.