Articles by Mike Hutchens | NAASE Insights and Expertise
Home / Bloggers /
Mike Hutchens

Mike Hutchens

Demo Skills Presales Leadership Sales Methods

Mike Hutchens is a presales and value advisory leader with enterprise experience spanning BMC Software and UKG (formerly Kronos), where he supported complex infrastructure and workforce transformation initiatives. He focuses on helping sales engineering teams elevate from feature expertise to executive influence by strengthening discovery discipline, business risk articulation, and...

Mike Hutchens is a presales and value advisory leader with enterprise experience spanning BMC Software and UKG (formerly Kronos), where he supported complex infrastructure and workforce transformation initiatives. He focuses on helping sales engineering teams elevate from feature expertise to executive influence by strengthening discovery discipline, business risk articulation, and AE–SE alignment.

Through LetsTalkPresales.com, Mike works with individuals and organizations to build clarity, positioning, and long-term impact inside complex enterprise deals. Based in Texas, he is a road cyclist, ranch-life enthusiast, and proud girl dad who believes discipline compounds both on the bike and in the boardroom.

Mike Hutchensʼs posts

Demo Skills
From Reactive Support to Strategic Influence: How Presales Leaders Earn Executive Trust in Complex Deals
Mike Hutchens
February 27, 2026
From Reactive Support to Strategic Influence: How Presales Leaders Earn Executive Trust in Complex Deals
In many organizations, presales is still treated as reactive support. We are invited once the deal is “real.” We are handed a feature checklist....
Read more

Want more Sales Engineering content?

Get the best NAASE thinking each month: new articles, sharp perspectives, and exclusive insights.

Join Free