Paid course

PreSales Mastery

Name: PreSales Mastery
Price: 99 EUR
Availability: InStock

Become the presales consultant your AE asks for by name.

Course and template library in one purchase

€99 once. You get the video course, every template and every future template update.

22+ hours of video lessons
All 21 templates, each as a file and as AI-ready Markdown. See all templates
Template updates included, no subscription

Language: The course videos are in English for now, with German subtitles. German videos are in the works. Texts and quizzes are in English and German. The template files are in English.

PreSales Mastery is a video course built on The PreSales Handbook. It takes you from discovery and qualification to demos, POCs, RFx and closing, with templates for your next deal.

Who it is for

For solution consultants, sales engineers, presales leaders and account executives in B2B SaaS. It works for newcomers and for experienced people who want a structured refresh.

What you will be able to do

Run a sales and technical discovery that finds the real pain, not just a feature list.
Qualify hard and early, so your time goes to deals you can win.
Build and deliver demos with Tell-Show-Tell that speak to each persona.
Plan POCs and answer RFx requests with clear success criteria and a bid or no-bid call.
Handle objections, develop a champion and help your AE close.

What is included

51
lessons
22+
hours of video
20+
templates and cheat sheets
10+
hours of FAQ videos
Certificate
after the final exam

Curriculum

Open a section to see its lessons. Preview lessons are free.

1.Introduction and Structure of the Course2 lessons

Introduction to the CourseFree preview8 min
How the course worksFree preview5 min

2.The Challenges, Solutions and Benefits of PreSales1 lesson

The Challenges, Solutions and Benefits of PreSalesFree preview30 min

3.Buying & Selling Journey3 lessons

4.The PreSales Mindset1 lesson

The PreSales Mindset15 min

5.Functional & Technical Discovery & the Opportunity Scoping Document (OSD)3 lessons

6.Functional & Technical Qualification (FTQ) & the Opportunity Review Call (ORC)2 lessons

Technical Functional Qualification (FTQ)15 min
Opportunity Review Call (ORC)15 min

7.The Demo (Tell the Story)8 lessons

Science behind the Demo40 min
Demo Structure20 min
The Demo Preparation15 min
The Demonstration15 min
After the Demo15 min
Why Demos fail and how to avoid it15 min
Presenting Onsite15 min
Presenting Remote20 min

8.Demo Automation3 lessons

18.Tools & Technologies11 lessons

19.Best Practises2 lessons

How to create a stunning Demo9 min
How to create your Master Demo Deck30 min

20.Conclusion1 lesson

Conclusion of the Course25 min

21.Final Mastery Quiz0 lessons

Final Mastery Quiz

22.End-to-End Selling Journey & RACI2 lessons

Selling Journey End-to-End Helppage5 min
RACI Matrix3 min

23.Frequently Asked Questions (FAQ)1 lesson

FAQ5 min

24."1000 years of PreSales" Expert Interviews1 lesson

Expert Interviews60 min

25.AI Guidebook for PreSales1 lesson

Using AI for PreSales: Prompting and the Free Claude Plugin15 min

What participants say

Taking the PreSales Mastery course was a game-changer for my career in sales. The strategies and skills I learned have not only boosted my confidence but significantly increased my effectiveness in navigating complex sales cycles. The course expertly bridges the
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gap between presales and sales, ensuring that every customer interaction is maximized for impact and conversion. It has equipped me with a robust toolkit for understanding customer needs more deeply, crafting compelling solutions, and closing deals more efficiently. This course is an invaluable asset for any sales professional aiming to excel in today's competitive market.

Héloïse Szabó, E2open AG

The Presales Mastery course is a well-constructed and truly informative course that is a great resource for all Presales professionals. As someone newer to the Presales industry, this course has formalised all the key topics that are essential for Presales
Read full review
success. It has introduced me to concepts I was completely unfamiliar with, such as Limbic persona-based selling and reinforced concepts such as Storytelling that I already value highly. Not only does the course touch on technical skills such as how to qualify hard and early and the associated tools and templates, it also provides practical tips for home office set-up, presenting in person and even how to build your personal brand. I will regularly be referring back to the tips and tricks garnered from taking this course. Regardless of how experienced you may be in your Presales or even Sales journey within the SaaS space, I highly recommend taking this course to refresh your thinking on how to approach customer interactions.

Adetola Morgan

Joining the PreSales Mastery course was a transformative experience that reshaped the way I approach customer interactions and solution selling. The course offers a profound dive into cutting-edge techniques and frameworks that are immediately applicable, enhancing both the depth and
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scope of my presales engagements. Every session was packed with insightful, actionable content, tailor-made for today's fast-paced sales environments, empowering me to deliver exceptional value during the discovery process and effectively address client needs. This course is a must for any presales professional looking to elevate their impact and drive results.

Roy van Monfort, Everstream Analytics

More reviews

I think this course will benefit not only those new to Presales, but also new hires and anyone looking to refresh their Presales skills. Even seasoned Presales professionals will find it valuable, thanks to the integration of new elements, tools,
Read full review
and techniques, particularly relevant in the post-pandemic era and with the advent of generative AI.

Dr. Chantal Hales-Briault, E2open AG

Your certificate

Course trailer

Video in English (German subtitles available)

PreSales Mastery

Your instructor

Dr. Johannes Hangl is a presales leader with more than a decade in B2B software. He wrote The PreSales Handbook, and the course is the handbook as he teaches it in practice.

More about Johannes

30-day refund

Try it for 30 days. If the course is not worth the money for you, write within 30 days and you get a full refund. Only the payment provider's fee is deducted.

Questions and answers

How long do I have access?

Unlimited, and at least 24 months after purchase. You pay once, and lessons added later are included.

Are the templates included?

Yes. The course includes every template as a file and as AI-ready Markdown, plus all future template updates. You pay once.

Can I try it first?

Yes. Some lessons are free previews. Look for the Preview label in the curriculum.

Is there a certificate?

Yes. Pass the final exam and you get a certificate you can share on LinkedIn.

What if the course is not for me?

Write within 30 days and you get a full refund. Only the payment provider's fee is deducted.

Which language is the course in?

The course videos are in English for now, with German subtitles. German videos are in the works. Texts and quizzes are in English and German. The template files are in English.

I am looking for a job. Can I still join?

Yes, for free. Send a short message through the contact page and tell me about your situation.

Looking for a job?

Looking for a job right now? You get the course for free. Send a short message through the contact page and tell me about your situation.

Get in touch

Built on 42 books

Show the books behind the course