4 min read
The Role of a PreSales Professional: Beyond Sales, Bridging the Gap
What presales professionals do, why the role matters, the challenges they face and how the job is changing in SaaS.
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Articles on presales, solution consulting, discovery, demos and career growth.
48 posts
Clear filters- 3 min read
The PreSales Mindset: The Cornerstone of Modern Sales Success
What the presales mindset is, the pillars it rests on, what gets in its way and how it looks in real customer work.
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The Critical Phase: What to Do After the Demo
The demo is done, but the deal isn't. What to do in the hours and days after: follow up, gather feedback, share material, plan next steps.
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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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The Anatomy of PreSales Leadership: Navigating Challenges and Crafting Success
What I learned leading a presales team of experienced people at a young age: the key elements, the challenges and what works.
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Should You Offer ROI Calculations to Clients? Absolutely - But There's a Bigger Picture
Yes, offer ROI calculations. But numbers alone rarely decide. How to build an ROI case and put value, not just savings, first.
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The New Normal: Remote vs Onsite – Why We’re Not Going Back
Remote and hybrid work are here to stay. What that means for presales: better tools, cameras on and new ways to build trust.
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Navigating the Complex Web of Client Personas in Sales
B2B deals involve many people with different goals. How to identify the key personas early and engage each of them well.
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Navigating Sales and PreSales Enablement: Overcoming the Challenges of Change Management
Why sales teams resist change, and how enablement can win them over when quota pressure leaves little room for new ways of working.
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Elevate Your Presales Game: Essential Tools to Drive Success
The tools I recommend for presales work, from CRM and ROI calculators to demo automation and recording. No paid placements.
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The Role of a PreSales Professional: Beyond Sales, Bridging the Gap
Presales connects what a product can do with what a customer needs. A short look at the role in SaaS and why it matters.
Read more - 5 min read
Always Camera On: Building Trust and Connection in Virtual Meetings
Why turning your camera on builds trust in remote meetings, what to do when you're the only one on video, and simple camera habits.
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