Navin Mittal

Presales Leader: “We want to show our impact.” Homerun: “How are you sharing your presales data across the org?” Presales Leader: “We have 3 SE fields in SFDC.” Homerun: “We need to chat…” Your SE/SC/SA team learns incredibly value information as they work their deals. That means you should be sitting on TONS of 'presales data' that no one else in your company has… but everyone wants. Examples? ----- 💰 SALES: What are the technical blockers putting deals at risk so we can strategize before we lose them? 🛠️ PRODUCT: What are the product gaps that are losing us deals so we get you work-arounds before we lose them... and so we can prioritize our roadmap to be more competitive? 🤝 POST-SALES / CUSTOMER SUCCESS: We want a pre-sales to post-sales transition that doesn't kill all the goodwill that you built up getting them to close... so tell us EVERYTHING you did, showed, talked about, tested, proved, are concerned about, and committed to during the entirety of the technical sales cycle! We want it ALL! 👋 PRODUCT MARKETING: What defines good vs. bad ‘technical fits’ to guide our ICP definitions, collateral creation, and lead gen efforts? 📈 C-SUITE: How can we close more deals, faster as a company to hit our revenue targets and growth goals? ----- You have the Presales Data to help all these teams be more successful… so… 💬 Share it 💪 Make an impact 💸 Show your value 🪑 Earn your seat at the table ----- Not sure how to capture all this presales data? Or even what data to capture? Worried about adding ‘admin burden’ to your SE/SC/SA team? Request a demo of Homerun Presales and let us show you the way: https://lnkd.in/g_85xBB2 There’s a reason Homerun is the #1 presales platform... that customers call Homerun "world-class presales in-a-box" with all the ‘presales AI’ you need... that we have an 8-year track record of success working with your fellow presales peers from publicly-traded companies to startups. Let’s chat. 😎

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Fully personalized 1:1 ABM program: a Replit + Claude workflow. (How to deploy AI to generate pipeline, not just scale broken tactics) 1. Fix account blindness & data silos Many GTM teams struggle with account blindness: - Sales are unaware of marketing touchpoints with target accounts (beyond "leads from gated PDFs/webinars") - Marketing never gets sales’ insights to create relevant content and personalize campaigns - Data sits in disconnected tools I've been prototyping a solution with Replit’s Agent 3 + Connectors: - Pull the target account & buyer list from HubSpot - Connect all account data from siloed systems With this 360° account view , Replit can now help me: - Prioritize accounts deserving a 1:1 approach (Step 2) - Run additional deep research of top accounts (via Claude) - Prepare 1:1 personalized campaign (Step 3) - Push all this info back to HubSpot so it's available to sales 2. Prioritize accounts based on signals and insights We now have a custom Replit dashboard with a combined view of: a) Engagement signals - High-intent website visits from Dealfront - Detailed webinar engagement from Goldcast - Buyer contributions to content collabs b) Account insights from our own and Claude's deep research c) Insider information - challenges and priorities shared by target buyers via - Content collabs - Webinar polls/Q&As/registration forms - Social and email conversations - Transcribed interviews and calls d) Buying committee engagement & relationships. Individual buyers engaged via - Social and email convos - Webinars (incl. questions they asked, polls submitted) - Newsletter This makes it easy to prioritize accounts deserving a 1:1 approach. 3. Build the 1:1 campaign Replit can use the collected data and additional research to prompt Claude assistants trained to draft: - Account "love letters" - 1:1 personalized solutions & business cases - 1:1 Content hubs - 1:1 personalized messages to use to reach out to buyers based on signals, and to distribute this account-specific content --- There is no "magic AI agentic workflow" driving pipeline on an auto-pilot, despite the AI circus in our LinkedIn feeds. This only works because we: 1. Use deep insights and research about the target ICP segment as input for AI 2. Always request quotes to prevent hallucination and preserve buyer language 3. Give AI detailed playbooks based on processes we have proven and refined through many iterations. Pilot → document & refine → prompt 4. Show AI what 'good looks like' with examples of high-quality output (quality benchmarks) 5. Build in human feedback loops and (AI + human) quality checks Caveat: This is still POC with some manual plumbing & steps. But it shows how teams can stop using AI to scale broken tactics and mediocre content, and start building real pipeline with AI-powered workflows.

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Growth-stage companies have traditionally relied on heavy, seller-led motions: reps driving every step, manual process everywhere, and humans carrying the full load. But buyers have changed, costs to serve have risen, and AI has opened an entirely new set of possibilities. The real question leaders face now: how do you lighten the human load in GTM without breaking growth, customer experience, or culture? We dug into what low- and no-touch GTM models actually look like in practice with Davis Giedt (Principal & Research Practice Leader @ Alexander Group), Craig Mestel (CFO @ Webflow), and Ghazi Masood (CRO @ Replit). A few key takeaways: ✅ Start with AI that boosts rep effectiveness before full autonomy ✅ Watch for signals customers want lower-touch buying ✅ Begin with simple motions: renewals, lead triage, research ✅ Invest early in the foundations: product, billing, data ✅ Put RevOps at the center with real ownership AI isn’t about replacing people. It’s about stripping away the grunt work so humans can focus on the moments that matter most. If you’re thinking about redesigning your GTM engine for an AI-native world, start with this practical guide → https://lnkd.in/eNujxbbs

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The Presales Tooling Evolution Presales teams have always been builders—of demos, solutions, and, more recently, their own workflows. When off-the-shelf tools didn’t meet their needs, many turned to spreadsheets, hacked CRMs, or internal apps to manage discovery, demos, and technical validation. But DIY solutions and retrofitted CRMs can only go so far. They often require months of customization, add administrative overhead, and fail to provide visibility into presales performance or impact. That’s why purpose-built presales tools are gaining traction—platforms designed to: Automate routine tasks like activity tracking and reporting Map workflows to real opportunities Support both ICs and presales leadership Quantify value to influence headcount, planning, and strategy Still, many point solutions only solve a slice of the problem. At Cognogent, we’re building the next generation: an integrated presales and capture platform that connects qualification, solution design, pricing, and delivery modeling in one shared workspace. Our platform, CognoD, helps teams: 🔹 Align with delivery teams from the start 🔹 Predict costs, risks, and outcomes before the deal is signed 🔹 Eliminate duplicate work and reduce proposal cycle time 🔹 Track impact across every deal stage—without the extra admin As presales evolves from a support function to a strategic growth engine, the tools need to evolve too. Let’s build what’s next—together. 📖 Read the original article: https://hubs.la/Q03t5hJ90 #Presales #SalesEngineering #CaptureManagement #ProposalTech #CRMAlternatives #TechnicalSales #Cognogent #SaaSTools #RevenueOps #DigitalTwins #PresalesPlatform #B2BSoftware

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If your ABM campaign isn’t landing, the offer may not be the problem. Your positioning might be too vague. Too interchangeable. Too meh. ABM forces clarity. You can’t personalize to 20 execs if your value prop sounds like it came from a brand book. Fix your POV. Then run your plays. #Positioning #ABMstrategy #MessagingMatters #B2BMarketing #RevenueAlignment #DemandCreation

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Most companies in competitive markets aren’t losing money because of bad sales teams… They’re losing money because of how long it takes to FIND customers who are ready to buy. And the cost of that delay? Far more damaging than you think. In our latest breakdown, we explain why remote BDR teams are becoming the secret weapon in high-competition industries like Energy, Telecoms & MSPs — and how they drastically reduce acquisition costs without hiring internally. Read the full breakdown here 👇 https://lnkd.in/e_gi65K6

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Presales aren’t dead—but they’re no longer a dealbreaker. In today’s market, developers are rethinking how they approach finance and presales are under pressure. Longer sales cycles, cautious buyers, and lender restrictions are slowing down great projects. That’s why smart developers are turning to non-bank solutions that work around rigid presale rules, not within them. At Development Finance Partners, we’ve helped clients secure funding with as little as 0–30% presales, using tailored deal structures that satisfy lenders and keep developments moving. We look beyond formulas—we assess deals on their strength, not just stats. 📍 If presales are stalling your next project, it’s time to talk strategy. 🔗https://lnkd.in/g86-23zK #Presales #ConstructionFinance #DevelopmentFinance #DFPInsights

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