9 min read
Why Both Buyer and Seller Need to Understand the Selling and Buying Journey
Buyers buy rarely, sellers sell daily. Why guiding buyers through the journey builds confidence and leads to better decisions for both.
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Articles on presales, solution consulting, discovery, demos and career growth.
50 posts
- 4 min read
How to Improve Your Presales Performance: 10 Practical Tips
Ten practical ways to get better at presales, from understanding the customer's business to storytelling and learning from feedback.
Read more - 4 min read
Why Only a Hard-Qualified Pipeline is a Good Pipeline: A Call to Rethink Sales Metrics
A big pipeline is not a good pipeline. Why quality beats quantity, and how ongoing qualification and leadership keep forecasts honest.
Read more - 8 min read
What Sets Exceptional PreSales Professionals Apart from the Rest?
What separates good presales people from great ones: connection, storytelling, honesty, strong discovery and the courage to qualify hard.
Read more - 3 min read
Thriving in a Home Office: Why Discipline and Communication are Your Superpowers
Working from home well comes down to two skills: discipline and communication. How to build both.
Read more - 4 min read
Navigating Competition in the SaaS Landscape: The Battle Beyond Rivals
Your toughest competitor is often doing nothing. How to position against inertia and rivals, and how to read a competitive market.
Read more - 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.
Read more - 20 min read
Crafting an Effective Meeting Culture: The Amazon Pizza Rule & Beyond
Better meetings with fewer people, a clear purpose and an inclusive agenda, starting with Amazon's two-pizza rule.
Read more - 9 min read
How PreSales Experts Can Boost Productivity: A Strategic Approach
Productivity techniques that work in presales: eat the frog, time blocking, Pomodoro, task batching and the two-minute rule.
Read more - 3 min read
5 Essential Skills for Presales Professionals
Five skills that set strong presales people apart: active listening, tailored demos, collaboration, technical depth and problem-solving.
Read more - 9 min read
Conquering Presentation Anxiety: Practical Techniques for PreSales Professionals
Why presenting makes many presales people nervous, and practical ways to calm down: preparation, audience focus, breathing and silence.
Read more - 6 min read
When to Walk Away: Evaluating RFPs and RFIs Against Your Competitor's Success
An RFP arrives, but it looks written for a competitor. Four steps to analyse it, talk to the client and decide whether to bid or walk away.
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