The Rare Art of Caring: Why PreSales Must Lead with Craftsmanship and Conviction
We live in a paradox. Humanity has never been more technologically advanced, yet so many of the products and services we encounter daily feel disposable. Poor design. Flimsy materials. Frustrating support. And worst of all, a glaring lack of ownership from those who created them.
It begs the question. When did we stop caring?
A Decline in Quality and Passion
Think about the tools and products from decades ago. Radios. Cars. Even furniture. Built to last. Designed with pride. Now? Products feel rushed. Services feel transactional. Passion for excellence has become the exception, not the rule.
And as a big-time gamer, I cannot ignore the state of the gaming industry. Most games today launch half-baked, riddled with bugs, often labelled early access or beta to justify poor execution. You fire up a new title with excitement, only to find yourself frustrated after fifteen minutes, wondering why you bothered. That moment when you want to throw the controller at the wall? That is what disappointment feels like when passion is missing.
This “we will fix it later if people complain” mindset has become far too common.
And it is bleeding into business software and PreSales too.
PreSales as the Last Line of Craft
In the SaaS world, PreSales is often the first and last moment of truth. It is where promise meets expectation. Where confidence is either built or broken.
Unlike mass production, our work is deeply human. Every demo, every workshop, every business case we build is a one-off. A crafted experience. A rare moment where we get to say to the buyer, we see you, and we made this for you.
So why are we pushing unfinished alphas and patched-up demos to critical decision-makers? If the only thing holding it all together is a clever storyline or last-minute workaround, then we are not solving problems. We are just buying time.
Rediscovering Pride in the Craft
PreSales is not about checking boxes. It is about mastery. It is about:
- Listening like a craftsman. Truly hearing the pains and dreams of your buyer.
- Designing like an architect. Building solutions that feel seamless, intentional, and elegant.
- Performing like an artist. Telling a story so compelling that your prospect sees themselves in it.
This is not about being perfect. It is about caring enough to aim higher.
We should stop handing beta-level experiences to our buyers. They are not testers. They are leaders making decisions that affect their teams, their budgets, and their reputations.
We owe them more.
The Responsibility of Quality
Let us stop normalising good enough. Let us aim for great.
That means:
- Customising beyond expectations. No standard demos. Tell their story, not ours.
- Seeking feedback like a true craftsman. Learn, refine, repeat.
- Collaborating with pride. Every deal is a shared creation.
- Choosing quality over speed. Fast is good. Finished and valuable is better.
Why This Truly Matters
Buyers are not just evaluating products. They are evaluating people. And your commitment to quality is a direct reflection of what they can expect once they sign the contract.
When we treat our work like a craft, not just a job, we build more than solutions. We build trust. And when quality is felt, it becomes the ultimate differentiator.
A Call to the PreSales Community
Let us be the exception in a world of compromise.
Let us fall in love again with precision, empathy, and excellence.
Because in the end, the real product is not just the platform you are demoing.
It is you.
If you want to learn more about PreSales, please visit www.presales-handbook.com, buy the PreSales Handbook, or take the PreSales Mastery Course. And remember to check out the PreSales GPT.
