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Three reading paths through the handbook. Pick the one that fits where you are today.

The whole job on one map

The buyer's journey, the selling journey stage by stage, and the chapter, template and course lesson for each step. Every box is a link.

About 90 minutes. The role, the business model, the deal and the two skills you use every week.

1
The PreSales Consultant: Role, Skills and Responsibilities
A presales consultant links customer problems to the right solution in B2B sales. What the role does, the skills it needs and why it decides deals.
14 min read
2
Understanding SaaS
What Software as a Service is, how it differs from on-premise software, and what that means for the way presales sells it.
9 min read
3
Selling Journey
The stages of a SaaS selling journey, from first contact to contract, and the part presales plays in each one.
8 min read
4
Sales Discovery
How to run sales discovery with BANT, CHAMP or MEDDIC, when presales should join, and what it costs to skip qualification.
16 min read
5
The Demo (Tell the Story)
"The Demo (Tell the Story)" emphasises crafting a relatable, targeted product demonstration that goes beyond a simple feature walkthrough.
20 min read
6
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

The chapters to open before your next call, in the order the deal needs them.

1
Sales Discovery
How to run sales discovery with BANT, CHAMP or MEDDIC, when presales should join, and what it costs to skip qualification.
16 min read
2
Qualification
Qualify early, qualify hard. How to use the OSD and an opportunity review call to decide which deals deserve your team's time.
9 min read
3
Functional & Technical Discovery
How to run functional and technical discovery: what to ask, how to structure it, and how the answers shape a demo that fits.
14 min read
4
Opportunity Scoping Document (OSD)
The Opportunity Scoping Document captures what you learned in discovery. How to structure it, write it and use it to qualify.
8 min read
5
The Demo (Tell the Story)
"The Demo (Tell the Story)" emphasises crafting a relatable, targeted product demonstration that goes beyond a simple feature walkthrough.
20 min read
6
The Return on Investment (ROI) & Value Calculation
How to calculate and present ROI and value, with tangible and intangible benefits, so the business case holds up with finance.
4 min read

How to lead, measure and grow a team, and how to learn from every deal.

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
Close Won / Close Lost Lessons learned
How to learn from Close Won and Close Lost deals, which questions to ask after each, and how to run a lessons-learned session that leads to action.
7 min read
5
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

The whole selling journey on one poster: your job, what you produce, one do and one don't per stage.

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