2 min read
Buyers Don’t Hate Salespeople! They Hate Being Sold To
Buyers want guidance, not pressure. How sales and presales can help buyers decide instead of pushing them toward a signature.
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Articles on presales, solution consulting, discovery, demos and career growth.
48 posts
Clear filters- 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.
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What Cooking and PreSales Have in Common
A good recipe, the right ingredients, mise en place and a taste test. What cooking teaches about running great presales work.
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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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The Sweet Lessons from Dubai’s Viral Pistachio Chocolate Bar
A pistachio chocolate bar from Dubai went viral. What its success teaches presales about stories, exclusivity and local fit.
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Jaguar’s Rebranding: Lessons for PreSales Professionals
Jaguar's bold rebrand split opinion. What it teaches presales about knowing your audience before you change the story.
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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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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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Stoicism and PreSales: How to Excel by Embracing Ancient Wisdom
Stoic ideas for presales: focus on what you control, stay calm in demos and turn setbacks into lessons.
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Lessons from the Samurai – Applying Samurai Wisdom to PreSales Mastery
Samurai principles for presales: disciplined preparation, the courage to disqualify, integrity in every deal, focus and adaptability.
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A Path to Mindful Success
Buddhist ideas like the middle way, mindful listening and non-attachment, applied to demos, deals and a calmer presales career.
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The Zen of PreSales: Applying Japanese Techniques for Success
Japanese ideas like Kaizen, Shuhari, Ikigai and Nemawashi, applied to everyday presales work.
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