Scaling PreSales' Number One Commodity with David Yockelson, Gartner

The Unexpected Lever

Time is the most valuable commodity for pre-sales teams.

In this episode, Jarod Greene sits down with David Yockelson, Distinguished Vice President and Gartner Fellow, as he shares his insights on how driving efficiency in collaborative efforts with account executives can lead to more effective business cases and stronger customer relationships.

In this episode, you’ll learn:

1. The Importance of Time in PreSales: David highlights how presales teams often struggle with managing their time effectively. Streamlining processes like demo automation and interactive demos can give them valuable hours to focus on higher-level tasks.
2. Collaborative Business Case Development: Learn how presales professionals can work more closely with account executives to build compelling, personalized business cases that resonate with customers and help drive sales.
3. Understanding Customer Needs: Discover how sales engineering teams can better understand and address individual customer needs, ensuring that solutions are relevant, impactful, and aligned with the customer’s unique goals.

Things to listen for:

(00:00) The most valuable commodity for pre-sales teams

(00:56) The challenges with time management

(02:13) How to effectively move prospects through the funnel

(03:13) The role of pre-sales in developing business cases

(04:23) The impact of demo automation on pre-sales efficiency

(05:51) Why ROI stories need to be personalized to the customer