When a House of Cards Collapses: Why Radical Honesty Is a PreSales Superpower There are projects that teach us something. And then there are projects that change us. Recently, I was part of a project that failed. Spectacularly. The kind where budgets explode, responsibilities vanish, and you're left standing in the ruins, with all eyes on you. Two companies were involved. Neither aligned. Neither takes responsibility. And here I am. Left with the consequences, the pressure, and the fallout. If you've ever felt this, you know the weight it brings. But here’s the part that gets me most: Not the money [...]

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 [...]

The Power of Curiosity in PreSales: Why It’s Your Greatest Asset Curiosity is often seen as a soft skill, something nice to have but not essential. In PreSales, however, curiosity is everything. It’s the difference between an average demo and a transformative buying experience. It fuels discovery, sharpens problem-solving, and builds stronger client relationships. So, why is curiosity so vital in PreSales, and how can you harness it to become a more effective PreSales professional? Let’s explore. 1. Curiosity Fuels Effective Discovery PreSales professionals are problem solvers, but you can’t solve a problem you don’t fully understand. That’s where curiosity comes [...]

I just watched my favorite sales movie, The Wolf of Wall Street, again, probably for the tenth time. Every time I watch it, I take away new insights about sales, persuasion, and just as importantly, what not to do in PreSales. While the film is a wild, exaggerated depiction of sales, there are key lessons we can apply and some we should actively avoid. Here’s what PreSales professionals can learn from The Wolf of Wall Street.   The Power of Enthusiasm & Storytelling 💡 Lesson: Energy sells, but authenticity wins. Jordan Belfort’s relentless enthusiasm and confidence in his pitch are unmatched. [...]

The Multitasking Myth in PreSales: What Really Works? Right now, I’m watching a Netflix series about our brain, and one episode focuses on multitasking. I highly recommend watching it. The key takeaway? Multitasking doesn’t make us more productive, it makes us less effective. Link to the series: https://www.netflix.com/watch/81273771?trackId=14170289&tctx=2%2C0%2Cd39ae389-ad8d-4e02-8626-e3e8355f08c9-425513145%2CNES_35DFF8734A84D97191865D4DE5A09F-994911DC4F528C-E2E6F13589_p_1740566355356%2C%2C%2C%2C%2C81098586%2CVideo%3A81273771%2CdetailsPageEpisodePlayButton As PreSales professionals, we juggle discovery calls, demo prep, RFPs, internal meetings, and follow-ups. Multitasking feels essential, but in reality, it slows us down, increases errors, and drains our mental energy. The best approach is structured focus. How to Improve Focus 📌 1. Create Structure Switching between tasks constantly reduces efficiency. Instead, block [...]

The Ultimate Guide to PreSales Leadership 🚀 How to Lead with Impact, Efficiency, and a Customer-First Mindset   Introduction: Think Like an Owner, Lead Like a Visionary PreSales leadership isn’t just about managing a team, it’s about thinking and acting like you own the company. Great leaders create impact by focusing on efficiency, empowerment, and customer-centricity, rather than control and micromanagement. If you want to thrive as a PreSales leader, embrace these principles: ✅ Act like an owner: Make decisions as if it's your own business ✅ Say no to micromanagement: Trust your team and remove bottlenecks ✅ Put your customers [...]

What Humane AI Pin’s Failed Launch Teaches Us About the Need for PreSales Introduction: A Product Demo Gone Wrong In 2024, the much-anticipated Humane AI Pin launched with high expectations. It promised to revolutionise human-computer interaction. An AI-powered, screenless wearable that could replace smartphones. The hype was enormous. But when it came time to showcase the product… it fell flat. The live demos were clunky, the voice commands misfired, and the audience was left confused about the device's real value. Instead of excitement, the launch was met with scepticism and memes mocking its impracticality. What went wrong? And more importantly, how [...]

Automation Isn’t Replacing PreSales! It’s Elevating It! If you’ve been hearing whispers that automation is coming for PreSales jobs, let’s set the record straight. Automation isn’t here to replace us! it’s here to empower us. In today’s fast-moving tech landscape, automation is transforming the way we work. But rather than making us obsolete, it’s giving us superpowers, helping us eliminate repetitive tasks and focus on what truly matters: understanding buyers, crafting compelling narratives, and driving real impact in deals. Why Automation Is a Game-Changer for PreSales Think of automation as your PreSales co-pilot, handling the mundane while you steer the high-value [...]

Outsourcing in Presales: Can It Work Without Losing the Essence? The role of presales is critical in the modern sales process. From discovery to demonstrations and proofs of concept (PoC), presales professionals help bridge the gap between customer needs and your business's solutions. However, outsourcing becomes an appealing option as presales teams juggle complex customer interactions and time-consuming repetitive tasks like responding to RFXs or preparing PoCs. Does outsourcing in presales make sense? What tasks, if any, can be outsourced without compromising the deep knowledge and customer-centricity that define effective presales? Let’s dive in. What Does Outsourcing in Presales Look Like? [...]