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#PresalesTalks: How to shine in a Presentation Interview

Today we talked about what is often the final stage for a presales hiring process - The Presentation Interview. Usually done to a panel, this simulates a real life demo or presentation. There are many differences and variations. Some companies want to see you show something you are comfortable with already, others want you to learn their product and present something from it. To succeed in these sessions, you need to show what you are capable of in a customer session. You should think of all aspects of a session, including engagement with all stakeholders, objection handling, time management, and what your next steps with the customer should be. The real aim of these sessions should be to assess how well someone reacts under fire.

The real life Sales Kickoff is dead! (...or is it?)

Many people have said that real life big meetings and conferences are dead, and that we'll all only be doing virtual from now on. This may be a bit premature, as now on the return from our annual "Aspire" kickoff in Bellevue, I'm reflecting on all of the fantastic things it brought our team at @Apptio. Firstly, many of the sessions could have been done virtual. You can learn about the latest product improvements and process improvements on a remote session easily. What you miss, is the excitement and buzz in the room as something is announced, an award is given to a high performer, or the lively discussion afterwards over coffee or even something stronger. Multi-person conversations don't work on zoom or other platforms because the time zones are wrong, or the subtle body language is completely ignored. The casual nature of walking up to key people because you see they are ready for a chat, is something you don't get remotely. Conveying emotion and passion i

Presales Talks - What do we love about presales in 2022?

We had another big year of Presales Talks in 2022, with weekly calls throughout the year, getting many regular and occasional guests to the call! Before we think too much on what we're going to do next, I'd like to reflect on some of the great things we did in this year's sessions. We explored the " Dark Side of Presales " in August with a very popular show covering this topic. Presales is a job that has stress and pressure to perform on it, like many other sales roles. In some organizations this also has related problems of harassment, bullying and lack of diversity. This discussion brought many of these issues up and how people deal with it. In July there were several exciting sessions, including Branding & Big Room meetings. We shared ideas of podcasts and books to help on these big topics, and tools, tips and tricks for working on these better. Two big calls in June covered Listening skills and a fun topic of " The most awesome thing about wor

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