The newsletter
One presales idea, every Wednesday
Every Wednesday morning you get one practical idea from the field. It takes three minutes to read, and you can use it in your next customer call.
Ask about the last time they tried
One discovery question that shows you the real pain.
Most discovery calls ask what the customer wants. A better question is what they tried last time, and why it did not stick. The answer shows you the real pain, the politics and the budget history in one go.
The checklist
- What did you try before?
- Who pushed for it, and who pushed back?
- What made you stop?
Try this this week
Ask the question in your next discovery call. Write down the answer word for word.
Until next week, Johannes
What you get
One idea per email
A discovery question, a demo move or a deal lesson. Never a digest of links.
Something to try
Every issue ends with one small action you can do before the next Monday.
Links into the handbook
Two or three chapters or articles if you want to go deeper.
Who writes it
Dr. Johannes Hangl is a presales leader with more than a decade in B2B software. He wrote The PreSales Handbook, and the newsletter is where he shares what works in real deals.
More about JohannesWant to go deeper?
The newsletter is free. If you want the full system, there is the PreSales Mastery course. Here is one voice from the course.
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.
Questions
How often will I get an email?
Once a week, on Wednesday morning. Nothing else, unless you also buy the course.
Which language is it in?
The language of the page you signed up on. Sign up here for English, or on the German page for German.
Can I unsubscribe?
Yes. Every email has an unsubscribe link, and one click is enough.
What does it cost?
Nothing. The newsletter is free.
I use your email address and language only to send the newsletter: one idea a week, five welcome emails, and news about my book and course. Emails are sent via Resend (USA). You confirm your address once and can unsubscribe at any time. Details are in the privacy policy.