5 min read
Mastering Discovery: Active Listening and the Key Questions Every Presales Professional Should Ask
Good discovery depends on listening, not just asking. The questions that uncover real challenges, and how to hear the answers.
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Articles on presales, solution consulting, discovery, demos and career growth.
Start with these
Three evergreen posts to read first.
- 5 min read
How to Start a Successful Presales Career: A Practical Guide
A practical guide to getting into presales: understand the role, build the skills, gain experience, find a mentor and network.
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The Art of Objection Handling in PreSales: Strategies and Insights
Handle objections like a diplomat: understand the concern first, then answer. A framework, common objections and the right mindset.
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50 posts
- 2 min read
When a House of Cards Collapses: Why Radical Honesty Is a PreSales Superpower
A project I worked on failed badly. What it taught me about radical honesty, and why it is one of the strongest skills in presales.
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The Rare Art of Caring: Why PreSales Must Lead with Craftsmanship and Conviction
In a world of shortcuts, caring about the work is rare. Why presales should lead with craftsmanship and conviction.
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The Power of Curiosity in PreSales: Why It’s Your Greatest Asset
Curiosity drives better discovery, stronger relationships, sharper demos and calmer objection handling. Why it is a core presales skill.
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What PreSales Can Learn from The Wolf of Wall Street
The Wolf of Wall Street is about bad ethics, but also about storytelling and conviction. What presales can take from it and what to leave.
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Why Salespeople Need PreSales Skills and How to Acquire Them
Salespeople who learn presales skills win more trust and more deals. Which skills matter most and how to learn them.
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The Multitasking Myth in PreSales: What Really Works?
Multitasking feels productive but costs focus. What brain research says, and how presales people can work in focused blocks.
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The Ultimate Guide to PreSales Leadership
How to lead a presales team: act like an owner, skip the micromanagement, put customers first and build a team that scales.
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What Humane AI Pin’s Failed Launch Teaches Us About the Need for PreSales
The Humane AI Pin promised a lot and failed at launch. What its story shows about the need for honest presales and real discovery.
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Automation Isn’t Replacing PreSales! It’s Elevating It!
Automation takes repetitive work off presales teams so they can spend more time on discovery, strategy and real customer conversations.
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Outsourcing in Presales: Can It Work Without Losing the Essence?
Can presales be outsourced without losing what makes it work? Where outsourcing helps, where it hurts, and how to decide.
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Should You Answer an RFI When the Prospect Goes Silent?
You answered an RFI and heard nothing back. Whether to keep responding to silent prospects, and how to qualify before you invest.
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Missed Your Yearly Quota? Here's How to Bounce Back and Overachieve Next Year
Missed your quota? A step-by-step way to reflect honestly, reset your mindset, revise your goals and plan a stronger year.
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