2 min read
When a House of Cards Collapses: Why Radical Honesty Is a PreSales Superpower
A project I worked on failed badly. What it taught me about radical honesty, and why it is one of the strongest skills in presales.
Read moreCareer & Leadership
Growing a presales career, the right mindset and leading presales teams.
Chapters
- 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
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
- 3
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
- 4
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
- 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
- 6
Staying Updated
How presales professionals keep up with product changes, market trends and new tools, and how to turn learning into a habit.
6 min read
- 7
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
- 8
Books
The books that shaped my presales work, on discovery, demos, negotiation and leadership, with a short note on each.
1 min read
- 9
Podcasts
Podcasts for presales professionals, in English and German, to learn on the go. With cover, language and how active each show still is.
3 min read
- 10
PreSales Training and Courses
The presales training I recommend: functional courses for discovery and demos, mostly free technical courses, with focus and cost. No paid placements.
12 min read
- 11
Communities
Presales communities and meetups where you can learn from peers, ask questions and grow your network.
1 min read
- 12
PreSales FAQ
Searchable presales FAQ: short answers on the role, discovery, demos, POCs, RFPs, ROI, leadership, tools and the course, each with a link to go deeper.
1 min read
Articles
- 4 min read
The Rare Art of Caring: Why PreSales Must Lead with Craftsmanship and Conviction
In a world of shortcuts, caring about the work is rare. Why presales should lead with craftsmanship and conviction.
Read more - 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.
Read more - 5 min read
What PreSales Can Learn from The Wolf of Wall Street
The Wolf of Wall Street is about bad ethics, but also about storytelling and conviction. What presales can take from it and what to leave.
Read more - 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 - 4 min read
The Multitasking Myth in PreSales: What Really Works?
Multitasking feels productive but costs focus. What brain research says, and how presales people can work in focused blocks.
Read more