At Acquia we sell to some of the largest and most complex organizations in the world. A key part of our sales organization is our presales engineering team: a SWAT team of Drupal engineers who also speak business. Even if your Drupal practice doesn't have an official presales position, you likely have a key technical resource who crosses over between departments to handle technical objections, scope projects and provide demos. No matter what you call your presales staff member(s) they are critical to your success.

In this talk I will peel back the covers of our presales team, presenting the situations we come across daily, our tricks and our tool set. To be covered:

• How our sales organization works and how it is structured
• Salesforce and deal workflows
• Objection handling
• RFI and FAQ databases
• Creating killer demos
• "A day in the life of a sales engineer"
• Tag teaming with a sales rep