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When a House of Cards Collapses: Why Radical Honesty Is a PreSales Superpower
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 [...]
The Rare Art of Caring: Why PreSales Must Lead with Craftsmanship and Conviction
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 [...]
The Power of Curiosity in PreSales: Why It’s Your Greatest Asset
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 [...]
What PreSales Can Learn from The Wolf of Wall Street
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, [...]
Why Salespeople Need PreSales Skills and How to Acquire Them
Why Salespeople Need PreSales Skills and How to Acquire Them The line between sales and presales roles is blurring in today's competitive sales environment. While salespeople focus on closing deals, those who integrate core presales [...]
The Multitasking Myth in PreSales: What Really Works?
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 [...]
The Ultimate Guide to PreSales Leadership
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, [...]
What Humane AI Pin’s Failed Launch Teaches Us About the Need for PreSales
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 [...]
Automation Isn’t Replacing PreSales! It’s Elevating It!
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. [...]
Outsourcing in Presales: Can It Work Without Losing the Essence?
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 [...]
Should You Answer an RFI When the Prospect Goes Silent?
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 [...]
Missed Your Yearly Quota? Here’s How to Bounce Back and Overachieve Next Year
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 [...]
Buyers Don’t Hate Salespeople! They Hate Being Sold To
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 [...]
AI Won’t Replace PreSales Teams, But PreSales Professionals Who Use AI Will Replace Those Who Don’t
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 [...]
What Cooking and PreSales Have in Common
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 [...]
Top 19 Focus Areas for Presales Professionals in 2025
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 Sweet Lessons from Dubai’s Viral Pistachio Chocolate Bar
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 [...]
Jaguar’s Rebranding: Lessons for PreSales Professionals
Jaguar’s bold rebranding, complete with a sleek new logo and avant-garde advertising campaign, has set off a spirited debate. While the campaign emphasises inclusivity and diversity, it omits traditional car imagery, leaving some long-time enthusiasts [...]
What PreSales Can Learn from the Navy SEALs: Resilience, Precision, and Teamwork
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), [...]
Mastering Discovery: Active Listening and the Key Questions Every Presales Professional Should Ask
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 [...]
Stoicism and PreSales: How to Excel by Embracing Ancient Wisdom
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 [...]
Lessons from the Samurai – Applying Samurai Wisdom to PreSales Mastery
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, [...]
A Path to Mindful Success
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 [...]
The Zen of PreSales: Applying Japanese Techniques for Success
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 [...]
Why Both Buyer and Seller Need to Understand the Selling and Buying Journey
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 [...]
How to Improve Your Presales Performance: 10 Practical Tips
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 [...]
Why Only a Hard-Qualified Pipeline is a Good Pipeline: A Call to Rethink Sales Metrics
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 [...]
What Sets Exceptional PreSales Professionals Apart from the Rest?
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 [...]
Thriving in a Home Office: Why Discipline and Communication are Your Superpowers
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 [...]
Navigating Competition in the SaaS Landscape: The Battle Beyond Rivals
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 [...]
How to Start a Successful Presales Career: A Practical Guide
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 [...]
Crafting an Effective Meeting Culture: The Amazon Pizza Rule & Beyond
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 [...]
How PreSales Experts Can Boost Productivity: A Strategic Approach
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, [...]
5 Essential Skills for Presales Professionals
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 [...]
Conquering Presentation Anxiety: Practical Techniques for PreSales Professionals
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 [...]
When to Walk Away: Evaluating RFPs and RFIs Against Your Competitor’s Success
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 [...]
The Role of a PreSales Professional: Beyond Sales, Bridging the Gap
The Role of a PreSales Professional: Beyond Sales, Bridging the Gap In the fast-evolving landscape of software and technology, particularly within the SaaS industry, the role of the PreSales professional is more critical than ever. [...]
The PreSales Mindset: The Cornerstone of Modern Sales Success
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 Critical Phase: What to Do After the Demo
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. [...]
The Art of Objection Handling in PreSales: Strategies and Insights
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 [...]
The Anatomy of PreSales Leadership: Navigating Challenges and Crafting Success
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 [...]
Should You Offer ROI Calculations to Clients? Absolutely – But There’s a Bigger Picture
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 [...]
The New Normal: Remote vs Onsite – Why We’re Not Going Back
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 [...]
Navigating the Complex Web of Client Personas in Sales
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, [...]
Infographic: Selling Journey
Understanding the buying and selling processes is more than just knowing the mechanics; it's about recognizing the intricate dance between two parties with a shared goal. While these journeys may seem like opposites - one [...]
Navigating Sales and PreSales Enablement: Overcoming the Challenges of Change Management
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 [...]
Infographic: After The Demo
The moments after a product demo can be as critical as the demo itself. Here's how to turn post-demo excitement into actionable outcomes: 🔄 Immediate Follow-up: Within 24-48 hours, send personalized thank you notes and [...]
Elevate Your Presales Game: Essential Tools to Drive Success
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 [...]
The Role of a PreSales Professional: Beyond Sales, Bridging the Gap
The Role of a PreSales Professional: Beyond Sales, Bridging the Gap In the fast-evolving landscape of software and technology, particularly within the SaaS industry, the role of the PreSales professional is more critical than ever. [...]
Always Camera On: Building Trust and Connection in Virtual Meetings
Always Camera On: Building Trust and Connection in Virtual Meetings Imagine this: You’ve prepared for a crucial client meeting. You’re the solution expert, ready to engage and make an impact. The client logs in, [...]
