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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Discovery
Asking the right questions, listening well and understanding how buyers buy.
12 posts
Handbook chapters on this topic
- Buying JourneySelling journey
- Sales DiscoveryPlaybook
- Functional & Technical DiscoveryPlaybook
- Opportunity Scoping Document (OSD)Playbook
- Service DiscoveryPlaybook
- 5 min read
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.
Read more - 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.
Read more - 3 min read
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.
Read more - 2 min read
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.
Read more - 5 min read
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.
Read more - 5 min read
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.
Read more - 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.
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
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 - 4 min read
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.
Read more - Infographic2 min read
Infographic: Selling Journey
An infographic of the selling journey next to the buying journey, showing how both sides move toward the same decision.
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