Michael Eckhoff

Sales and presales working in silos? That’s not just inefficient—it’s a surefire way to miss big opportunities. When these two teams collaborate seamlessly, magic does happen. A unified strategy creates a message that truly resonates with your prospects, moving deals faster through the pipeline. The numbers don’t lie: companies with aligned sales and presales teams experience shorter sales cycles and dramatically higher win rates. The fix? Regular syncs between your SEs and AMs. When everyone is pushing toward the same goal, winning stops being a solo mission and becomes a team effort. If you want to see real results, break down those silos and watch the deals roll in. 💥 Need strategies to align your sales and presales teams? Let’s start building your winning strategy together.

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Sales360's automated custom pricing changes the game and shortens turnaround times. Simply... 1) Enter details and get a quote 2) Send to the customer for DocuSign 3) Instant automated enrollments + confirmations Book a free demo. ➡️ https://hubs.ly/Q02D_M0l0 #energysales '#fastercontracting

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In our latest episode of 2 Presales in a Pod, we’re joined by Susan Beal, Chief Customer Officer at Blue Yonder, to explore how aligning presales and customer success can transform the customer experience. 🎙️ Here’s what you’ll learn: 💡 Why presales should expand beyond the sale to partner with CS in driving account growth and expansion 🛠️ How presales can deliver value across the full buyer journey 🤖 The role of AI in scaling efficiency without compromising the human touch 🎧 Tune in now: https://lnkd.in/eBqxh2Nf #2PresalesInAPod #Presales #CustomerSuccess

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@HBR just posted a great article on sales automation and how to best utilize AI and a myriad of sales technology offerings available in 2024. 💡 Tools and automation are great....they improve and speed your selling process....but only if the sales strategy they are automating is a well-founded winner. So consider: 🤔 Is your current sales and outreach strategy the same as your competitors? 🤔 How can you separate and differentiate in a positive way? 🤔 Are you working your outreach program for "leads" or "relationships"? Sometimes adopting a "Challenger Mentality" @challengersale is best for setting your brand apart from the others.....

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Did you know? 🤔 A staggering 70% of sales teams face challenges when it comes to the critical handoff between presales and postsales. This disconnect can lead to missed opportunities, frustrated customers, and lost revenue. At Provarity.AI, we understand the importance of seamless transitions in the sales process. That's why we've developed a solution that effortlessly bridges this gap, ensuring your team delivers a consistent and exceptional customer experience every time. Curious to see how we can help your team excel? Discover more at www.provarity.ai. #SalesTips #ProvarityAI #SalesExcellence #CustomerSuccess #Presales

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Collaboration among the executive team on the Sales Incentive Plan is critical to its successful implementation. Make sure you finalize yours during the 2025 planning cycle. https://lnkd.in/gNukqG4Z  #SaaS #SalesIncentivePlan

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You’ve heard me talk about building business cases - now, see K2, the software platform that’s been quietly powering those prior videos. Watch this quick overview to discover how K2 can empower you to build compelling business cases that drive results! https://lnkd.in/eb6fEUhu

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Compensation isn’t limited to selling alone. It’s also about rewarding those who help your reps bring that revenue 💪 Don’t miss “Mastering Comp for Presales, AMs, & CS”, an exclusive fireside chat happening tomorrow at 12 PM ET, where comp experts Vincent DaCosta, MBA, CSCP, Saxton Archer, & Adithya Krishnaswamy discuss: 🎯 Exploring structures tailored to non-traditional sales roles 🎯 Essential metrics to evaluate real revenue impact 🎯 What’s ahead in Sales Compensation for 2025 Book your spot now: https://lnkd.in/gsED9JZN #salescompweek #salescompensation #incentives #webinars #everstage

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😱SHOCKING REVELATION ABOUT INTERACTIVE #DEMOS!!!🙀 We often talk about marketing vs. sales...across all aspects of GTM, but especially with interactive demos (whether part of #PLG or #SLG or hybrid motions). Marketing owns the website...sales/presales owns live demos...blah blah blah. That's all well and good, but let's look at a primary benefit of interactive demos (or demo automation, I'm flexible): THEY CAN CUT WEEKS TO MONTHS OUT OF SALES CYCLES! (BTW, they also generate hella MQLs, drive engagement in free trials, and save overworked SEs oodles of time). But that major benefit actually means... Ready for this? Many marketing use case implementations are really sales use case implementations!! 🤯🤯 When you add interactive demos to your website, you're replacing the maze of handoffs, phone calls, calendaring efforts, etc. to have your prospect(s) see your product(s). And when a prospect walks through a demo or tour (or even better, more than one), they're giving your sales team intent data for warm outreach and solid conversations!! Could interactive demo be the thing that FINALLY bridges the divide between marketing and sales?? 🤔 Time will tell... Tune in again next time when we discuss what "live" (with a long "i") means for interactive demonstrations!! #b2bmarketing #b2bsales

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Sales Leaders is this a new trend and opportunity for you?  Cloud Marketplaces. Why the Hype and Why You Should Care…NOW. VP Sales Forum sponsoring this discussion on June 10, 2024 at 4pm-5pm PST. Cloud Marketplaces are here and thriving. Facts are 44% of sellers said they expected to transact more than 10% of their revenue through a Cloud Marketplace in the next year. Some will see as high as $15B in Marketplace throughput by the end of 2024 and $100B by 2026. In October 2023, CrowdStrike announced that it was the first cybersecurity ISV to exceed $1 Billion in AWS Marketplace sales since bringing its platform to the AWS Marketplace in 2017. In that time, CrowdStrike has experienced: • Rapid growth – 3,000%+ CAGR in sales • Widespread customer success – >4,850 transactions; multiple transactions daily • Larger transactions – on average, CrowdStrike’s transactions on AWS Marketplace are >140% larger   than in its other go-to-market channels Please join us for our next Forum Panel, Monday, June 10, at 4:00 pm PST with our special guests:  Sanjay Mehta, Chief Cloud Officer for Tackle.io;   Subhash Jawahrani, Principal BDM, Google Cloud Marketplace   About our Panel: Sanjay Mehta, Chief Revenue Officer | Tackle.io. Sanjay has 25 years of enterprise software experience ranging from early-stage companies to those operating on a global stage. Most recently he held executive positions in the US and overseas in sales leadership and global alliances for Trend Micro where he helped establish Trend as a dominant force in cloud security. He is recognized as a leader in digital selling and has a deep understanding of the transformational journey of selling and buying software in Cloud Marketplaces. Subhash Jawahrani, Principal BDM, Google Cloud. Subhash, is an accomplished technology, sales, and business leader with 20 years of proven track record in managing and building strategic alliances to expand markets for major cloud platforms (AWS, Microsoft) and startup technology companies Fivetran and (Elastic IPO 201. He has developed strategic ISV partnerships and built GTM programs and sales plays to drive the adoption of cloud technologies for AWS, Microsoft, Google, and Elastic. Our Panel will help unravel how to get on the Cloud Marketplaces with Google, AWS, and Azure and most importantly how to thrive. If you are a Sales or Marketing Leader DM me for the invite.

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What value does Aviso AI add to a sales leader’s revenue forecasts and financial planning? “It’s like an advisor sitting on your shoulder, whispering in your ear little facts you would not have given consideration to” Well said, Frank Borovsky. We could not have put it better ourselves. In this short snippet of The Decoders episode, Frank explains: 1)  How most sales leaders miss out on hidden factors that impact demand forecasting 2) The ‘Battle of the Spreadsheets’ that most C-level execs go through when forecasting 3) The real reason why your Sales and Operations Planning process goes horribly wrong 4) How AI spots the gaps that revenue leadership misses and guides teams to fix it He also goes on to explain how Aviso analyzes various revenue signals to help the sales team arrive at much more accurate forecasts. Watch the full video to learn more; link in the comments. Follow us to catch future episodes of The Decoders, where top revenue leaders decode the latest industry trends.

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Why Critical Thinking is so important in Sales? And why salespeople should learn how to master it? These are just a few of the questions I asked Bob Apollo, Founder & Chief Outcomes Officer of Inflexion-Point Strategy Partners, a leading wordlwide B2B Sales Consultancy & Training firm. Bob's name is often associated with Outcome-Centric Selling and Value Selling: after more than 25 years spent in the corporate world leading successful organizations, Bob founded his own firm to support companies' Sales Forces. You can find the podcast and other useful links in the comments below. As you imagine, the answers were straight to point and I bet they'll lead you to question the way you work.

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What is one effective strategy to motivate seasoned tenured salespeople to learn, adopt and sell new technology or service offerings that are new to them and potentially their client base? One question, two answers, four minutes with Vector Firm's Chris Peterson and Dave Sweeney from Advantech | A Division of The Cook & Boardman Group, LLC. Watch the video to see their answers. #sales #securityindustry #salestraining

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If you are considering adding Business Planning to your partnering strategy this is a great read on how to get things started.

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4 Ways to Build Stronger Relationships with Your Sales Team Struggling to align with your sales team? Here are 4 actionable strategies: Align Your Goals: Ensure your objectives as a presales professional align with the sales team’s targets to avoid miscommunication and conflicting priorities. Build Trust: Show that you’re a reliable partner by delivering on your promises and understanding the sales team’s challenges. Communicate Clearly: Regular check-ins and updates ensure everyone is on the same page, reducing friction. Celebrate Mutual Wins: Take time to recognize shared successes—nothing builds camaraderie faster than celebrating together. When sales and presales align, it’s not just the team that wins—it’s the customer. Let’s make collaboration your secret weapon for success. Looking to take your presales career to the next level? Follow Presales Advantage (https://lnkd.in/ehUu8FKY) for more insights like this, or book a free consultation to see how I can help you succeed (https://lnkd.in/eQ2anM8v).

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In the ever-evolving world of sales, mastering negotiation strategies is critical for driving revenue growth and securing deals. We’ve compiled 11 essential strategies that can transform your sales approach and boost your success rate. By implementing these game-changing techniques, you can not only elevate your sales game but also strengthen client relationships. For a deeper dive into these strategies, visit https://okt.to/zKFJuv.

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Customer Product Demo Spotlight: Unify See how Unify helps you understand who's demonstrating buying intent so that you can prospect and engage with them quickly and easily. Powered by Navattic demos. Start a demo: https://hubs.li/Q02JJrgw0

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