Virtual Labs & LMS Integration: The Good, the Bad, and the Why

Training is a vital part of the work experience and something that many companies still struggle with. Thanks to the mass adoption of cloud technology, some companies have realized the advantages of training partners and customers, as well as employees, through virtual labs with learning management system (LMS) integration, which combine the rigor and engagement…
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Cloud Proof of Concept (PoC) Solution: 4 Reasons Your Company Needs One

How does your company approach proofs of concept (PoCs)? This is a tough question for many businesses. If you’re like most, you may offer specialized demos. These demos sometimes fall short. After all, a customer will seek out a software solution for a variety of reasons, but they don’t always reveal all of those reasons…
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Don’t Let These 5 Leadership Issues Tax Your Sales Team’s POCs & Demos

It’s tax season, and while most of us have finished our returns, the pain lingers for many. Some need to amend their returns due to error, pay late penalties because of delay or even face the dreaded audit for something that seems amiss to the IRS. The rush to complete taxes can adversely impact our…
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Build a Killer Cloud Proof of Concept (POC) with CloudShare

Are Proof of Concept (POC) prototypes a key component of your sales process? You’ve probably found that your POC is like a ‘black box’ – you never really know what’s going on after inviting your prospect to try your product. We have written in the past about the ever changing IT landscape and the importance…
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Better than Blarney: Capturing Sales Gold with Virtual IT Labs and POCs

St. Patrick’s Day brings with it reminders of Irish wit, wisdom, and a hope for luck. It could be said this is what a salesperson wishes throughout the year. Yet, as all sales pros know, it takes more than kissing the Blarney Stone – and eloquence – to land new business nowadays. Today’s buyers have…
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Trust is Key but SalesTech Helps

LinkedIn recently released its Third Annual State of Sales Report and some of the data paints an intriguing picture of how sales professionals consume digital tools and resources in the drive to boost performance. Overall, the report stresses the need to foster a personalized buying experience regardless of whether the products or services are aimed at consumers…
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A Recipe for Technology Sales Success this Thanksgiving Season

Success in sales is often about making a prospect’s life easier. If you can do that significantly, you’ll not only have their gratitude, you’ll likely close new business. When it comes to complex purchases like technology, Gartner CEO reports there are typically seven decision-makers to convince, covering at least three different functions. Average tech buyers…
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Webinar: How to get the best out of your SE team – New tools and insights

How can you build a great sales engineering dream team? And once you’ve built it, how can you prove it’s great? We know you’re up against a ton of challenges. You’re under pressure to staff a dream team of sales engineers who know the product inside and out and understand your potential clients’ technical requirements. And you…
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Webinar: Squad goals – How to Prove the True Value of a Sales Engineering Team

Updated: Oct 18, 2018 Is your sales engineering team under appreciated and under-funded? Are you worried it will be the first budget to get cut? Organizations often know they need technical sales support but struggle to win the budget and resources needed to build a stellar sales engineering team. It comes down to two main…
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Five tips so your demos don’t derail deals

You’ve been working with the prospect for months, and, finally, the prospect has set a time on her calendar to see a demo. This is the meeting on which everything hinges. The demo needs to be flawless. Here are some tips to help you kill it on the big day, impress the socks off the…
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Why Virtual IT Labs Should Be in Your SalesTech Stack

By the time B2B sales engineers sit down with modern prospects, those buyers are typically 57% of the way to making their purchasing decisions. With product information, user reviews and third-party assessments readily available online, the mantra of sales is no longer “always be closing,” which has been “the way” in sales since the beginning…
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3 Reasons That Keep Your SE Department Small & Undervalued (& How to Overcome Them)

If you feel your sales engineering team is underappreciated, under-budgeted, and quick to become the target whenever your company decides to downsize, you’re not alone. Based on conversations we’ve had with thought leaders in the industry, we know that SE managers everywhere are dealing with the exact same situation. That’s why we’ve decided to highlight…
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