8 min read
Should You Answer an RFI When the Prospect Goes Silent?
You answered an RFI and heard nothing back. Whether to keep responding to silent prospects, and how to qualify before you invest.
Read moreQualification
Qualifying hard, walking away early and keeping a healthy pipeline.
Chapters
- 1
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
- 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
FTQ: Functional and Technical Qualification
FTQ, the functional and technical qualification, checks whether your solution truly fits the prospect's requirements before you invest in a demo.
6 min read
- 4
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
Articles
- 6 min read
Missed Your Yearly Quota? Here's How to Bounce Back and Overachieve Next Year
Missed your quota? A step-by-step way to reflect honestly, reset your mindset, revise your goals and plan a stronger year.
Read more - 7 min read
Lessons from the Samurai – Applying Samurai Wisdom to PreSales Mastery
Samurai principles for presales: disciplined preparation, the courage to disqualify, integrity in every deal, focus and adaptability.
Read more - 4 min read
Why Only a Hard-Qualified Pipeline is a Good Pipeline: A Call to Rethink Sales Metrics
A big pipeline is not a good pipeline. Why quality beats quantity, and how ongoing qualification and leadership keep forecasts honest.
Read more - 8 min read
What Sets Exceptional PreSales Professionals Apart from the Rest?
What separates good presales people from great ones: connection, storytelling, honesty, strong discovery and the courage to qualify hard.
Read more - 6 min read
When to Walk Away: Evaluating RFPs and RFIs Against Your Competitor's Success
An RFP arrives, but it looks written for a competitor. Four steps to analyse it, talk to the client and decide whether to bid or walk away.
Read more
Templates
Included with the courseXLSX · 60 KBPre-BANT and BANT assessment
Score budget, authority, need and timeline before you invest presales time.
Included with the courseXLSX · 38 KBFunctional and technical qualification (FTQ)
A scoring sheet to decide if the deal is a technical fit before you commit the team.