How often does this podcast release new episodes?

This podcast is currently inactive and not releasing new episodes.

Where can I listen to this podcast?

This podcast is available on 6 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.

Does this podcast accept guests?

Yes, this podcast regularly features guests.

School of Presales - The Podcast by Rainer Schuppe

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by info@schoolofpresales.com (Rainer Schuppe)

8 episodes

Updated Inactive

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Podcast Overview

Welcome to the 'School of Presales' podcast, your ultimate guide to mastering the art of software presales for startups and discovering what it takes to become a top-tier sales engineer. I'm your host, Rainer Schuppe, a seasoned presales veteran with two decades of invaluable startup experience. In this podcast, we'll explore the dynamic world of presales, sharing insights, strategies, and tips on excelling in this crucial role. Whether you're a budding sales engineer looking to sharpen your skills or a startup founder seeking the best SEs for your team, this is your go-to resource. Let's dive into the exciting journey of presales excellence and unlocking your startup's true potential.

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Publishing Since

10/19/2023

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Recent Episodes

February 16, 2024

What is Competitive Intelligence? And why do we need it?

Introduction: Welcome to the School of Presales podcast with your host, Rainer Schuppe. In today's episode, we delve into the realm of competitive intelligence (CI). Stay tuned as we uncover the importance of CI in the world of presales and how it can give you a competitive edge. What is Competitive Intelligence? Competitive intelligence, often abbreviated as CI, is the strategic gathering of information about competitors in the market. It involves understanding how competitors operate, their messaging, target markets, strengths, weaknesses, and pricing strategies. By obtaining CI, presales teams can differentiate their products, refine their messaging, and make informed decisions. Why is CI Crucial? CI is vital for several reasons: - It helps distinguish your product from competitors, showcasing your unique value proposition. - It aids in understanding market trends and identifying opportunities and threats. - CI enables effective objection handling by addressing customer concerns about competitor offerings. - It ensures your product remains relevant and competitive in a constantly evolving market landscape. Gathering Competitive Intelligence: Strategies and Tactics There are various methods for gathering CI: - Website analysis: Examining competitor websites for product offerings, pricing, and messaging. - Conference interactions: Engaging with competitors at industry events to glean insights. - Product testing: Installing and testing competitor products to understand their capabilities and limitations. - Customer feedback: Speaking directly with customers, especially those using competitor products, to understand their experiences and preferences. - Internal CI teams: Assigning dedicated personnel within your organization to focus on gathering and analyzing CI. Ethical Considerations and Best Practices While gathering CI is essential, it's crucial to maintain ethical standards: - Avoid misrepresentation or deception when interacting with competitors. - Respect non-disclosure agreements and legal obligations, especially when hiring employees from competitor firms. - Ensure CI is disseminated responsibly within your organization and used for strategic purposes rather than unethical practices. Conclusion Competitive intelligence is a powerful tool in the presales arsenal, offering valuable insights into competitor strategies and market dynamics. By leveraging CI effectively, presales teams can refine their approach, enhance their product positioning, and ultimately drive success in a competitive landscape. Thank you for tuning in to this episode of the School of Presales podcast. If you have any questions or topics you'd like us to explore in future episodes, reach out to us via our community or LinkedIn page. Until next time, this is Rainer signing off. <hr>If you like to learn more about this topic join our community <a href="https://school-of-presales.mn.co" rel="noopener noreferrer nofollow">https://school-of-presales.mn.co</a> (subscription only, 14 days trial period) or read along the blog on the website <a href="https://schoolofpresales.com" rel="noopener noreferrer nofollow">https://schoolofpresales.com</a>. This podcast complements the offering. Here I will share my thoughts, tips, stories and more about my journey in Presales and what I learned from it.

February 7, 2024

What metrics to choose - that are actually useful?

In this episode of the "School of Presales" podcast the focus is on a crucial aspect of Presales management: metrics or key performance indicators (KPIs). I delve into the significance of metrics, the distinction between data and information, and the essential role they play in performance monitoring and decision-making. Understanding Metrics After 20 years of selling performance management software I can state clearly: metrics are simple data points over time, providing insights into system states and performance trends but data is not actionable information - datapoints need interpretation and context to be of any use. Purpose of Metrics The primary purpose of metrics, as I explain, is to facilitate performance evaluation, decision-making, and forecasting within sales organizations. Metrics serve as key performance indicators, offering insights into what strategies are effective, where improvements are needed, and how resources should be allocated. Selecting Effective Metrics While numerous metrics are available, it is important to select those aligned with specific organizational objectives. He cautions against relying on misleading or irrelevant metrics and provides insights into identifying and prioritizing useful metrics, such as conversion rates and sales cycle length. Avoiding Misuse of Metrics One grave mistake is the equating of metrics with goals - metrics should support overarching objectives rather than serve as endpoints. I highlight the dangers of incentivizing undesirable behaviors and advocates for a balanced approach that prioritizes meaningful outcomes over arbitrary targets. Conclusion In closing, I can not emphasize enough the critical role of metrics as guardrails for organizational performance, guiding decision-making and resource allocation. Let's engage further on the topic and discuss importance of thoughtful metric selection and interpretation in driving sales success - for example in our community. Or the blog comments. With insightful commentary and practical advice, this episode offers valuable guidance for navigating the complex landscape of Presales management metrics. <hr> If you like to learn more about this topic join our community <a href="https://school-of-presales.mn.co" rel="noopener noreferrer nofollow">https://school-of-presales.mn.co</a> (subscription only, 14 days trial period) or read along the blog on the website <a href="https://schoolofpresales.com" rel="noopener noreferrer nofollow">https://schoolofpresales.com</a>. This podcast complements the offering. Here I will share my thoughts, tips, stories and more about my journey in Presales and what I learned from it.

January 22, 2024

The sales targets just doubled - what should we do?

In this episode of the School of Presales podcast, I delve into the challenges and strategies surrounding the adjustment of 2024 targets in response to a remarkable 100% year-over-year growth in 2023. Though in the startup scene the recurring nature of such adjustments and discusses the implications of doubling sales targets makes this no surprise - it is still a challenge. I look at the three crucial areas that need attention for successful scaling of the Presales team: hiring, adjusting demo systems, and refining the Proof of Concept (POC) process. It is important to carefully expand the team and I share insights on hiring practices and onboarding new talent without disrupting existing structures. After hiring comes onboarding and documenting onboarding processes and encourages new hires to contribute to this documentation, eases the burden on presales leaders. We also touch upon the necessity of a reliable demo system that represents the company's value effectively. With the growth design problems surface which can make demo akward for the presenter hence we need to do something. As the conversation progresses, I look into the complexities of scoping and managing the POC process, emphasizing the need for easy and effective documentation tools. He introduces the idea of leveraging tools like Google Forms for scoping calls and stresses the importance of managing POCs efficiently. And of course the School of Presales can help you with workshops to scale your organization. Doubling the numbers in 2024 needs a structured approach, suggesting that with the right structure, exponential growth need not be daunting. Explore the workshops, which include a one-year membership in the School of Presales community, providing ongoing support and guidance to navigate the complexities of SaaS growth in the coming year. Make 2024 your year. Workshops: <a href="https://schoolofpresales.com/success-in-2024" rel="noopener noreferrer nofollow">https://schoolofpresales.com/success-in-2024</a> <hr> If you like to learn more about this topic join our community <a href="https://school-of-presales.mn.co" rel="noopener noreferrer nofollow">https://school-of-presales.mn.co</a> (subscription only, 14 days trial period) or read along the blog on the website <a href="https://schoolofpresales.com" rel="noopener noreferrer nofollow">https://schoolofpresales.com</a>. This podcast complements the offering. Here I will share my thoughts, tips, stories and more about my journey in Presales and what I learned from it.

8 total episodes available

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What is School of Presales - The Podcast by Rainer Schuppe?: Welcome to the 'School of Presales' podcast, your ultimate guide to mastering the art of software presales for startups and discovering what it takes to become a top-tier sales engineer. I'm your host, Rainer Schuppe, a seasoned presales veteran with two decades of invaluable startup experience.

In this podcast, we'll explore the dynamic world of presales, sharing insights, strategies, and tips on excelling in this crucial role. Whether you're a budding sales engineer looking to sharpen your skills or a startup founder seeking the best SEs for your team, this is your go-to resource. Let's dive into the exciting journey of presales excellence and unlocking your startup's true potential.
How often does this podcast release new episodes?: This podcast updates inactive.
Where can I listen to this podcast?: This podcast is available on 6 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
Does this podcast accept guests?: Yes, this podcast regularly features guests.

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