When a House of Cards Collapses: Why Radical Honesty Is a PreSales Superpower There are projects that teach us something. And then there are projects that change us. Recently, I was part of a project that failed. Spectacularly. The kind where budgets explode, responsibilities vanish, and you're left standing in the ruins, with all eyes on you. Two companies were involved. Neither aligned. Neither takes responsibility. And here I am. [...]

The Rare Art of Caring: Why PreSales Must Lead with Craftsmanship and Conviction We live in a paradox. Humanity has never been more technologically advanced, yet so many of the products and services we encounter daily feel disposable. Poor design. Flimsy materials. Frustrating support. And worst of all, a glaring lack of ownership from those who created them. It begs the question. When did we stop caring? A Decline in [...]

The Power of Curiosity in PreSales: Why It’s Your Greatest Asset Curiosity is often seen as a soft skill, something nice to have but not essential. In PreSales, however, curiosity is everything. It’s the difference between an average demo and a transformative buying experience. It fuels discovery, sharpens problem-solving, and builds stronger client relationships. So, why is curiosity so vital in PreSales, and how can you harness it to become [...]

I just watched my favorite sales movie, The Wolf of Wall Street, again, probably for the tenth time. Every time I watch it, I take away new insights about sales, persuasion, and just as importantly, what not to do in PreSales. While the film is a wild, exaggerated depiction of sales, there are key lessons we can apply and some we should actively avoid. Here’s what PreSales professionals can learn [...]

The Multitasking Myth in PreSales: What Really Works? Right now, I’m watching a Netflix series about our brain, and one episode focuses on multitasking. I highly recommend watching it. The key takeaway? Multitasking doesn’t make us more productive, it makes us less effective. Link to the series: https://www.netflix.com/watch/81273771?trackId=14170289&tctx=2%2C0%2Cd39ae389-ad8d-4e02-8626-e3e8355f08c9-425513145%2CNES_35DFF8734A84D97191865D4DE5A09F-994911DC4F528C-E2E6F13589_p_1740566355356%2C%2C%2C%2C%2C81098586%2CVideo%3A81273771%2CdetailsPageEpisodePlayButton As PreSales professionals, we juggle discovery calls, demo prep, RFPs, internal meetings, and follow-ups. Multitasking feels essential, but in reality, it slows [...]

The Ultimate Guide to PreSales Leadership 🚀 How to Lead with Impact, Efficiency, and a Customer-First Mindset   Introduction: Think Like an Owner, Lead Like a Visionary PreSales leadership isn’t just about managing a team, it’s about thinking and acting like you own the company. Great leaders create impact by focusing on efficiency, empowerment, and customer-centricity, rather than control and micromanagement. If you want to thrive as a PreSales leader, [...]

What Humane AI Pin’s Failed Launch Teaches Us About the Need for PreSales Introduction: A Product Demo Gone Wrong In 2024, the much-anticipated Humane AI Pin launched with high expectations. It promised to revolutionise human-computer interaction. An AI-powered, screenless wearable that could replace smartphones. The hype was enormous. But when it came time to showcase the product… it fell flat. The live demos were clunky, the voice commands misfired, and [...]

Automation Isn’t Replacing PreSales! It’s Elevating It! If you’ve been hearing whispers that automation is coming for PreSales jobs, let’s set the record straight. Automation isn’t here to replace us! it’s here to empower us. In today’s fast-moving tech landscape, automation is transforming the way we work. But rather than making us obsolete, it’s giving us superpowers, helping us eliminate repetitive tasks and focus on what truly matters: understanding buyers, [...]

Outsourcing in Presales: Can It Work Without Losing the Essence? The role of presales is critical in the modern sales process. From discovery to demonstrations and proofs of concept (PoC), presales professionals help bridge the gap between customer needs and your business's solutions. However, outsourcing becomes an appealing option as presales teams juggle complex customer interactions and time-consuming repetitive tasks like responding to RFXs or preparing PoCs. Does outsourcing in [...]

Should You Answer an RFI When the Prospect Goes Silent? We've all been there. An RFI lands in your inbox. You spend hours crafting a detailed response, hit send... and then? Silence. No calls. No emails. Just crickets. Then, weeks later, an RFP arrives. Should you even bother responding? It’s a frustrating but common scenario in PreSales. Let's explore when an RFI is worth the effort and when it’s better [...]

Missed Your Yearly Quota? Here's How to Bounce Back and Overachieve Next Year As the year draws to a close, many of us take a moment to reflect on our achievements and challenges. If you find yourself in the position of not having achieved your yearly quota, it's natural to feel a mix of disappointment and frustration. But remember, setbacks are often setups for comebacks. The question now is: What's [...]

Buyers Don’t Hate Salespeople! They Hate Being Sold To   Why This Perspective Matters Have you ever felt pushed into a decision rather than empowered to make one? That’s the difference between being sold to and being guided. Buyers today don’t dislike salespeople. They dislike outdated tactics that prioritise closing over clarity. What if, instead, we focused on enabling buyers to make confident, informed decisions? This shift isn’t just kinder, [...]

AI Won’t Replace PreSales Teams, But PreSales Professionals Who Use AI Will Replace Those Who Don’t The rapid evolution of AI technologies is reshaping industries, and PreSales is no exception. Yet, there's an important distinction to make: AI is not here to replace PreSales teams but to empower professionals who embrace it. Those who integrate AI into their workflows will have a distinct advantage, while others risk falling behind. The [...]

What Cooking and PreSales Have in Common When people hear “PreSales,” they might picture software demos, client meetings, and technical jargon. When they think of “cooking,” they imagine spices, chopping boards, and family dinners. At first glance, these worlds seem poles apart. But as someone who loves cooking and thrives in PreSales, I can’t help but see their shared essence. The secret? Following a Recipe. Here’s how cooking and PreSales [...]

Top 19 Focus Areas for Presales Professionals in 2025 As we move into 2025, the world of Presales continues to evolve, driven by technological advancements, changing buyer expectations, and the need for impactful storytelling. In the middle of the last year, my family and I decided to try something new: a challenge board. The idea was simple but exciting!!! We can set challenges for ourselves and one another. Completing your [...]

The Sweet Lessons from Dubai’s Viral Pistachio Chocolate Bar Dubai is known for its record-breaking attractions and luxurious offerings, but this time, the buzz is about a chocolate bar. Yes, a pistachio-filled chocolate bar that has taken the internet by storm, all thanks to a TikTok post by influencer Maria Vehera, amassing over 100 million views. Confession time: I haven’t tried it myself yet. Let’s face it, the price is [...]

After watching a military movie featuring Navy SEALs, I couldn’t help but see some striking parallels between their world and ours in PreSales. While the stakes are vastly different (we're not fighting for our lives), there's something to be learned from one of the most elite and efficient teams in the world. Navy SEALs operate in high-stress, high-risk environments where precision, adaptability, and teamwork are the keys to survival and [...]

The Importance of Active Listening in Discovery While asking the right questions is crucial during discovery, the real game-changer lies in your ability to actively listen. Active listening ensures you're not just hearing your prospect’s words but fully understanding their emotions, underlying concerns, and business objectives. Marshall Rosenberg's book, Nonviolent Communication, is a valuable resource for learning this skill. Rosenberg emphasises empathetic listening, where you focus on truly understanding the [...]

We are now in week four of our ancient wisdom trip for PreSales. The ability to stay calm, think clearly, and make strategic decisions under pressure is crucial. Enter Stoicism, an ancient philosophy that is not only timeless but incredibly relevant in today’s sales environment. Here’s how understanding and applying Stoic principles can give presales professionals a competitive edge, leading to both personal and professional growth. What is Stoicism? Stoicism [...]

We are in week three of our Far East Wisdom, which we apply to PreSales. We often sharpen our approach by examining modern strategies and technological advancements. Yet, the wisdom of an ancient warrior class, the Samurai, holds timeless lessons that can elevate our PreSales tactics. The samurai were not just warriors; they were strategic, disciplined, and ethical, attributes that align closely with what it takes to succeed in PreSales [...]

It's easy to get caught up in the need to deliver impressive demos, hit targets, and win deals. But what if there was a way to approach your role with more mindfulness, compassion, and a deeper understanding of your clients' needs? Buddhism, with its centuries-old wisdom, offers valuable lessons that can enhance the way presales professionals engage with clients and navigate their journey. Here are key insights inspired by Buddhist [...]

In the fast-paced world of presales, professionals must be nimble, adaptable, and always looking for ways to connect deeply with prospects. Ancient Japanese techniques, known for their discipline, mindfulness, and holistic perspectives, offer valuable lessons to presales professionals who want to elevate their practice. Let's explore some Japanese techniques and how they can benefit the presales process. Kaizen: The Philosophy of Continuous Improvement What It Is: Kaizen, meaning "change for [...]

There's an often overlooked truth: Buyers typically purchase solutions only once every few years, whereas sellers are involved in this process day in and day out. This creates a significant experience gap that can complicate the buying journey. As presales professionals, it’s our responsibility to guide buyers and make sure they understand each step in the process—because an informed buyer is more confident and likely to make a decision aligned [...]

As a presales consultant, you are the bridge between the technical side of the solution and the customer’s needs. Your ability to translate technical features into business value can make or break a deal. But how do you continuously improve and stay sharp? Here are five practical ways to enhance your presales performance. Understand Your Customer’s Business Deeply The first step to becoming a standout presales consultant is mastering the [...]

In sales, the pipeline is often touted as the ultimate measure of success. It’s the lifeblood that drives forecasts and sets expectations, but unfortunately, it sometimes becomes more about perception than reality. For many sales professionals, the size of their pipeline equates to job security. But is this a healthy way to measure performance? Or is it leading to a dangerous cycle of inflated numbers and missed targets? The Pitfalls [...]

The difference between a competent professional and an exceptional one isn't just about skill - it’s about mindset, strategy, and execution. Here’s a breakdown of my key differentiators: Mastering the Art of Connection A usual PreSales person knows how to deliver a presentation; an exceptional one knows how to connect. Building rapport with prospects isn’t just a step in the sales process - it’s the foundation. Exceptional PreSales professionals excel [...]

The home office is no longer an exception but the norm for many professionals. With this shift, two skills have emerged as absolutely critical: Discipline and Communication. Whether you're a seasoned remote worker or new to the home office setup, mastering these skills will make the difference between simply getting by and truly thriving. Discipline: The Backbone of Remote Work When your home becomes your office, the line between personal [...]

Every day, new startups emerge, and established players pivot to capture new markets. It's easy to fixate on named competitors—those companies you can clearly identify as rivals. However, many SaaS businesses overlook a more insidious competitor: the decision to do nothing. The Silent Competitor: Doing Nothing Inertia, or the choice of inaction, is a formidable challenge in the SaaS space. This silent competitor is driven by various factors: fear of [...]

Are you curious about the world of presales and thinking of diving into this dynamic and rewarding career path? Presales, also known as solution consulting, is an exciting field where you get to blend technical expertise with sales strategy, helping clients understand how your product or service can solve their problems. In this article, I will walk you through the essential steps to kickstart a career in presales, even if [...]

Meetings are essential, but how do you ensure they are productive, engaging, and inclusive? Let’s explore the best practices for planning, inviting, and executing meetings with optimal participation. Plan Thoughtfully: Limit Participants and Purpose The key to effective meetings starts with careful planning. Amazon’s "Two-Pizza Rule" is a great benchmark: if two pizzas can’t feed the group, the meeting is too large. Limit participants to those who add value and [...]

How PreSales Experts Can Boost Productivity: A Strategic Approach Juggling multiple responsibilities - product demos, technical discovery, internal meetings - can often feel overwhelming. To maintain high performance while also achieving a healthy work-life balance, you need strategic productivity techniques. Here’s how you can apply popular methods like "Eat the Frog" and others to streamline your workload and make room for both professional success and personal well-being. Eat the Frog: [...]

5 Essential Skills for Presales Professionals In the ever-evolving world of presales, mastering key skills is essential for standing out, building trust, and delivering value. Let’s explore five critical skills every presales professional needs to succeed in today’s competitive landscape. Active Listening & Discovery Understanding your client’s needs is the cornerstone of presales success. This starts with mastering the art of discovery and active listening. Effective discovery involves asking open-ended [...]

Conquering Presentation Anxiety: Practical Techniques for PreSales Professionals Public speaking and presentations are core components of any PreSales role. Yet, for many professionals, the anxiety associated with presenting can be a major obstacle. Whether it’s an on-site demonstration, a remote presentation, or a public speaking event, overcoming fear is crucial to delivering value and building confidence with prospects. In this article, we'll explore common fears in presentations and practical techniques [...]

When to Walk Away: Evaluating RFPs and RFIs Against Your Competitor's Success Receiving an unexpected Request for Proposal (RFP) or Request for Information (RFI) can be both exciting and daunting. However, if you discover that your main competitor is currently providing the service, and the client is happy with it, it's time to approach the situation with caution. Here's a strategic guide on when to engage and when to walk [...]

The PreSales Mindset: The Cornerstone of Modern Sales Success The right mindset isn't just an asset - it's essential. For PreSales professionals, whose roles demand a unique blend of technical prowess and client-focused strategy, cultivating the right mindset can be the difference between success and stagnation. This article delves into the PreSales mindset, its key pillars, challenges, and actionable strategies for overcoming obstacles in a fast-paced, information-saturated industry. What is [...]

The Critical Phase: What to Do After the Demo You've just completed a demo, and the hard work seems to be over, right? Not quite. The post-demo phase is as crucial as the demo itself. This period is where the excitement generated during the demonstration must be channeled into concrete actions that move the prospect closer to making a decision. Here’s a comprehensive guide on how to navigate the post-demo [...]

The Art of Objection Handling in PreSales: Strategies and Insights Objection handling in PreSales is an art form, akin to a diplomat negotiating peace. It’s not merely about addressing concerns but about understanding them deeply and responding in a way that builds trust and moves the conversation forward. As a PreSales professional, objections aren’t just hurdles - they are opportunities to demonstrate your expertise, refine your pitch, and offer tailored [...]

The Anatomy of PreSales Leadership: Navigating Challenges and Crafting Success Personal Story Stepping into a leadership role at a young age has been both exciting and daunting for me. Leading a team of seasoned professionals - what I like to call the "old rabbits" of the business - has its unique set of challenges. I've made more mistakes than I care to admit, but each one has been a learning [...]

Should You Offer ROI Calculations to Clients? Absolutely - But There's a Bigger Picture The value of Return on Investment (ROI) calculations is undeniable. Yet, there’s often hesitation among sales teams to dive into the complexities of ROI with clients- especially when those clients have already built their business case. So, does it make sense to offer ROI calculations in such scenarios? The answer is a resounding yes, but with [...]

The New Normal: Remote vs Onsite – Why We’re Not Going Back Over the last few years, the way we work has fundamentally changed, and there’s no turning back. Offices are closing, teams are scattered across time zones, and getting everyone in the same room is increasingly difficult. While many may yearn for the return to fully onsite work, the reality is that the world has shifted to remote and [...]

Navigating the Complex Web of Client Personas in Sales Knowing your product inside and out is just the beginning. True mastery lies in understanding the different client personas involved in the buying process. These personas, each with unique goals and departmental perspectives, can significantly influence the direction and success of a deal. It's not enough to merely acknowledge their existence; you must delve deep into their motivations, anticipate their actions, [...]

Navigating Sales and PreSales Enablement: Overcoming the Challenges of Change Management The Conflict Between Sales Priorities and Change Management in Organizations Results-driven sales directors focus on closing deals, fostering client relationships, and achieving goals. Introducing change into this high-pressure environment, whether through new tools, processes, or enablement strategies, can feel like pushing a boulder uphill. Yet, effective Sales and PreSales Enablement is critical for long-term success, especially in today's fast-evolving [...]

Elevate Your Presales Game: Essential Tools to Drive Success Disclaimer: I do not receive any compensation for recommending these tools. There are many other excellent options available, and I encourage you to explore platforms like G2, Capterra, and others to find the tools that best fit your specific needs. The tools you use can significantly impact your PreSales effectiveness. From managing customer interactions to creating compelling demos, the right technology [...]