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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Career & Leadership
Growing a presales career, the right mindset and leading presales teams.
29 posts
Handbook chapters on this topic
- The PreSales Consultant: Role, Skills and ResponsibilitiesSelling journey
- Close Won / Close Lost Lessons learnedPlaybook
- PreSales LeadershipCareer and leadership
- Documenting and Knowledge SharingCareer and leadership
- Personal BrandingCareer and leadership
- Staying UpdatedCareer and leadership
- 4 min read
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.
Read more - 5 min read
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.
Read more - 7 min read
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.
Read more - 6 min read
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.
Read more - 6 min read
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.
Read more - 6 min read
AI Won’t Replace PreSales Teams, But PreSales Professionals Who Use AI Will Replace Those Who Don’t
AI will not replace presales teams. People who use it well will outpace those who don't. Where AI helps today and how to start.
Read more - 8 min read
Top 19 Focus Areas for Presales Professionals in 2025
Nineteen areas for presales to focus on in 2025, from storytelling and personalised demos to AI, buyer enablement and ethics.
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What PreSales Can Learn from the Navy SEALs: Resilience, Precision, and Teamwork
Lessons from the Navy SEALs for presales: mission focus, preparation, adaptability, extreme ownership and trust in your team.
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