In this episode of the podcast, Paul interviews Brian Lewis, Co-Founder and CRO of Homerun Presales, about the evolution of pre-sales and the emerging technology landscape supporting the function. Brian shares insights from his nearly two decades of experience building and leading pre-sales teams, and now developing purpose-built tools for the pre-sales community.

Also, Lidia is feeling guilty about making numbers up on the episode itself, so here are some of the metrics that Homerun Presales share on their website:

• Revenue: 15% increase in deal win rates
• Velocity: 16% decrease in sales cycle durations
• Productivity: 8 hours saved per SE/SC/SA per week
• Ramp: 4 weeks saved onboarding new team members

Connect with:

• Brian Lewis on LinkedIn
• Homerun Presales on LinkedIn
• Homerun YouTube channel
• Homerun website content library

Connect with the hosts:

• Lidia on LinkedIn
• Paul on LinkedIn
• Website: solutionspathfinders.com

Notable quotes: "If you're going to assign me and say, hey, if you close this customer, as the solutions consultant, you are going to stay with them throughout the entire customer journey... eventually all of your time is spent supporting your current customers, which means you have zero time to go out and find new ones."

"Pre-sales teams, we are really good at selling our own stuff. And then we're horrible at buying stuff. We know all the rules. We know all the processes. We know the tips and tricks and best practices when it comes to enabling our own buying teams. And then you turn the mirror on yourself and you don't know what to do."

Music from #Uppbeat (free for Creators!):

https://uppbeat.io/t/mountaineer/milky-way

License code: GD2AS1RU1MVSELY3