Career and leadership
Leading teams, metrics, knowledge sharing, personal branding and staying sharp.
8 chapters
- 1
PreSales Leadership
What it takes to lead a presales team: the six areas of the job, team sizing and SE:AE ratios, org models, a shared playbook and your first 90 days.
18 min read
- 2
Metrics and KPIs for Presales
Which metrics show whether a presales team works well: core, advanced, client-centric, collaboration and efficiency KPIs.
4 min read
- 3
Documenting and Knowledge Sharing
How presales teams capture, review and reuse what they know: a knowledge lifecycle, docs-as-code in Git, knowledge graphs and AI assistants on top.
13 min read
- 4
Personal Branding
Why a personal brand matters for presales professionals and how to build one, online and offline, through content and networking.
6 min read
- 5
Competition
The biggest competitor is often doing nothing. How to position against inertia and against rival vendors without trashing anyone.
4 min read
- 6
Staying Updated
How presales professionals keep up with product changes, market trends and new tools, and how to turn learning into a habit.
6 min read
- 7
Future Trends
Where presales is heading: AI and automation in the daily work, data-driven demos, and staying current as a compliance duty.
4 min read
- 8
PreSales Best Practices: Top 30 Tips for Every Stage
400 presales best practices in 13 lists: discovery, qualification, demos, presenting remote and in person, closing, RFX, lessons learned and leadership.
59 min read