June 24, 2021
PreSales, Proof of Value, and Value Selling
Most enterprise software sellers understand that there are three fundamental questions that every buyer needs answered during a customer engagement: Why do anything? Why should I buy from you? Why now? Traditionally,...
June 19, 2021
“A Guide to PreSales Metrics within Hero by Vivun”
While Sales Account Executives traditionally open doors for opportunities and negotiate deals through the close, it is the PreSales team who's tasked with driving the technical win. This is the...
May 28, 2021
“How to align your PreSales team with Product”
Product and PreSales are two sides of the same coin. If you work in either department for long enough, chances are that you will meet someone who has made the...
April 29, 2021
9 Critical Components for Every PreSales Software
If you work in PreSales, you already know there’s a lack of PreSales-specific software. Managing and leading a PreSales team without a native platform that provides visibility into ICs day-to-day...
November 23, 2020
Scouting and Recruiting Sales Engineers Like Athletes
NBA teams, NFL, NHL, or any other professional sports team do not take resumes from their potential players. They research, scout, and recruit the players that they want. Now let’s...
November 16, 2020
Stop Showing Your Favorite Feature: Why Modern Presales Teams are Focused on Business Outcomes
Hosting the Vivun podcast Presales Heroes for the last several months, I’ve noticed some recurring themes with respect to what Presales leaders are thinking about when coaching and mentoring their...
November 4, 2020
Recap from the Presales Collective Summit: Presales as the Future of Every Enterprise
Vivun co-founder & CEO Matt Darrow recently presented at the PreSales Collective Executive Summit on “How Presales is becoming the Future of Every Enterprise.” Matt delved into the changes in...
October 26, 2020
Deal Revival®: The Zombies You Actually Want to See
Happy Almost Halloween. Let’s discuss the kind of Zombie that matters most to revenue leaders: bringing a deal back from the dead. This happened to me in real life the...
October 5, 2020
Forecasting Superpowers: The New Vivun Hero Score
“Whenever I’m in a room full of Presales people, one of my favorite questions to ask is, ‘How many of you are working on a deal that has 0% chance...
August 31, 2020
Introducing: The First Benchmark Study for Presales
Vivun is thrilled to have recently completed our first Benchmark Report -- The State of Presales in Summer 2020. We’re the first to have produced a study based on the...