Episode #31 of "Can I get that software in blue?", a podcast by and for people engaged in technology sales. If you are in the technology presales, solution architecture, sales, support or professional services career paths then this show is for you!

Mark Green is the Director of Presales and Buyer Enablement at Consensus, a SaaS platform for automating the execution of presales demos and playbooks. He's also the co-host of two of his own podcasts, "Two presales in a pod" and "Burning Presales".

Mark shares a ton of insights into how he thinks about the sales process, not just in terms of showcasing your product or offering correctly but also on coaching your coaching the champion at your prospective customer on how to sell your product and navigate the procurement process inside their own company. In sales we deal with procurement people all the time but potential buyers of software inside a company do not, and this is a very critical and often overlooked part of the sales process!

Our website: https://softwareinblue.com

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Apple Podcasts: https://podcasts.apple.com/us/podcast/can-i-get-that-software-in-blue/id1561899125

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Links mentioned in the episode:

Selling is Hard, Buying is Harder: https://www.amazon.com/Selling-Hard-Buying-Harder-Enablement/dp/1632992949

Two presales in a pod Podcast: https://www.linkedin.com/company/2-presales-in-a-pod/

Burning Presales Podcast: https://podcasters.spotify.com/pod/show/burning-presales