Don’t Let Your Presales Tools Become Traffic Lights and Stop Signs!
Story time…
A street near our office was a commuter route between downtown and the highway.
It was short and straight. People drove fast.
Over time the city council started worrying about the traffic.
They reviewed potential solutions and decided to add more traffic lights and stop signs.
A councilmember asked, “What about the drivers? How will this impact them?”
“They will deal with whatever we implement. They’ll be fine.” said another.
They approved the project budget as an ‘investment in a better future’.
But…
Traffic piled up at the new traffic lights and stop signs.
Commute times went way up.
Drivers became frustrated.
They became motivated to find ways around the street.
They started taking side streets.
They started driving fast again.
The main street was rarely used now.
Lonely traffic light changing colors for no one.
The city council started worrying about traffic on the new routes.
And just like that... they were right back where they started.
Still NO results, but now with LESS money to spend on new solutions.
So…
From street traffic to presales data?
Yes!
Presales management want presales data about:
Technical fit,
Evaluation statuses,
Product gaps,
Presales activities,
And, much more.
Presales data is GOLD!
Presales data is the KEY to:
Visibility for leadership,
Presales best practices,
Improving product,
Smart marketing investments,
Post-sales hand-offs,
And, on and on.
To get the data… you need your presales teams to use their tooling.
Sadly, many presales solutions are street lights and stop signs: Well intentioned IMPEDIMENTS.
Your presales teams are SMART. Smart like the drivers in our story.
They will find ways around your presales tools if it gets in their way.
At that point you are getting PARTIAL data, at best.
Partial Data -> Garbage Data
Garbage In -> Garbage Out
As a presales leader, you will be like the city council… having wasted money on a solution that didn’t work.
Seeking new budget for new ways to solve the same problem.
Don’t be THAT presales leader.
Find a presales solution that was designed for the way your presales team actually works.
SUMMARY
We built the first version of Homerun as a tool for ourselves to make our daily lives more organized as sales engineers. That means that from Day 1 Homerun has been a tool, and now an end-to-end presales platform, that was built for how presales team actually work. Exactly what they need, without getting in the way.
Want to learn more? Talk to one of experienced presales experts about how Homerun can help you become a high performing presales teams. Click here to get started!
