Topics
Every topic in one place: the chapters, the articles and the course lessons.
Discovery
Asking the right questions, listening well and understanding how buyers buy.
5 chapters · 12 articles
Qualification
Qualifying hard, walking away early and keeping a healthy pipeline.
4 chapters · 8 articles
Demo & Presentation
Demos, storytelling, presenting with confidence and the follow-up after.
2 chapters · 14 articles
Value & ROI
Business value, ROI calculations and a clear case for change.
1 chapter · 5 articles
Proof of Concept
Scoping, running and winning proofs of concept.
1 chapter · 3 articles
RFI & RFP
Requests for information and proposals: when to bid and how to answer.
1 chapter · 3 articles
Objections & Closing
Handling objections, facing competitors and moving deals to a decision.
3 chapters · 5 articles
Career & Leadership
Growing a presales career, the right mindset and leading presales teams.
12 chapters · 29 articles
Remote Work & Tools
Focus, meetings, the home office and the tools that make presales faster.
4 chapters · 9 articles
AI
AI and automation in presales, and how to put them to work.
3 chapters · 3 articles