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Next Gen Demos – Test Drive is the New POC

Making sales is all about ensuring the prospective customer journey is as easy and streamlined as possible. And yet, there is inherent friction in the current process of moving customers from marketing to sales through to Proof of Concept and onboarding. From the first sales call, research has shown that more than half of buyers…
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Software Updates Don’t Wait Around – Why Should Your Sales Teams?

Infinidat Revolutionizes Sales with Immediately Accessible Templatized Versions of the Latest Product Releases Leonardo da Vinci said that “Art is never finished, only abandoned.” There’s an expression in the software development world that mirrors that idea, “Software is never finished, only released.” As requirements change, customer needs evolve, and new use cases spring up, software…
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Must-have Tools for Every Field Salesperson Who’s Suddenly Found Themselves Benched

So, you’re a sales manager, or an experienced enterprise salesperson, and you know field sales like the back of your hand. You’re used to going out on the road, going to trade shows, finding leads in person, and working your sales magic face to face. Suddenly, overnight, everything has changed. You now need to use…
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LinkedIn State of Sales 2020: Navigating Change and Selling Virtually

LinkedIn recently released the U.S. edition of its State of Sales Report 2020. The highly anticipated annual study takes a deep, informative look at various emerging and sustained sales trends. Now in its fourth year, this one also examined the impact of the coronavirus pandemic. The report is based on a survey of 500 buyers…
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Sales Engineers Need to Forget About ‘Business as Usual’ (And Why Boosting Performance from Home Might be Easier than you Think)

When we set out to create an eBook about how to successfully sell software from home under the new normal, we had no idea how much there was to think about, or how prolonged the period of remote working would turn out to be. Google has extended its WFH policy through to the Summer of…
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Insights from Pre-Sales Pros on Working from Home

How has the “stay at home” mandate affected the work presales professionals do? That’s the question at large. However, we wanted to probe a bit more and gather insights about specific challenges, so we reached out to several of our friends at Sales Engineers of New York and interviewed four of the organization’s founders. These…
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Elon Musk’s Top Priority is the Starship Spacecraft – What’s Yours?

Ferrying humans to and from Mars, and to other locations around the solar system, might not seem at first glance like an urgent priority, but a recent tweet from Elon Musk might have you thinking again, and perhaps even give you some insight into your sales demo solution, believe it or not! SpaceX is building…
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Finding the right touch in no-touch software sales

What’s the new normal in business? With companies reopening, we’re about to find out. COVID-19 disrupted so much, but at the same time, some of the changes companies quickly adopted have shown promise. Remote productivity myths have been shattered. Cost savings have already raised eyebrows. It’s clear many of these temporary adjustments are going to…
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Webinar recap: Analyst insights on changes in software sales and 7 tips for virtual success

When COVID-19 brought world travel to a halt, selling software suddenly became much harder. Face-to-face has always been crucial because understanding complex technology takes education and hand-holding, whether it’s done in a conference room, at a trade show or across a restaurant table. That’s no longer possible in this age of no-touch software sales. The…
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The Cost of Sales Engineer Training for Employees

How does your company approach sales engineer training? Employees serve as the lifeblood of your business, ensuring it can continue to run and generate revenue. But as your best-performing assets retire or switch jobs eventually, you will have to hire recruits at some point. Your veteran sales engineers often hold valuable institutional knowledge that is…
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How Cloud-Based Product Demos and POCs Increase Sales for Software Vendors

Why Online Demonstrations and POCs matter Excellent sales execution is a key success factor for organisations today. In high value / low volume B2B software businesses sales execution is probably the most important factor in defining winners and losers. But superior sales execution requires organisations to digitally transform their traditional sales operations to better support…
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Keeping IT Training and Sales Personal in an Age of Social Distancing

Trade shows, instructor led training, user groups, physical sales presentations. Just like that, traditional in-person opportunities long relied upon for teaching and selling technology are on-hold, and many practices will likely change for good. But make no mistake, nothing could entirely replace personal, face-to-face contact, particularly when you’re attempting to explain complex solutions and precise…
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    Kevin Streater - ForgeRock
    VP ForgeRock University
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