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 moreObjections & Closing
Handling objections, facing competitors and moving deals to a decision.
Chapters
- 1
Objection Handling
A practical framework for handling technical and functional objections, plus how to deal with the ones that keep coming back.
6 min read
- 2
Closing
How presales helps close a deal: prepare the ground early, handle late objections and keep the relationship strong after the signature.
8 min read
- 3
Competition
The biggest competitor is often doing nothing. How to position against inertia and against rival vendors without trashing anyone.
4 min read
Articles
- 2 min read
Buyers Don’t Hate Salespeople! They Hate Being Sold To
Buyers want guidance, not pressure. How sales and presales can help buyers decide instead of pushing them toward a signature.
Read more - 4 min read
Navigating Competition in the SaaS Landscape: The Battle Beyond Rivals
Your toughest competitor is often doing nothing. How to position against inertia and rivals, and how to read a competitive market.
Read more - 4 min read
The Critical Phase: What to Do After the Demo
The demo is done, but the deal isn't. What to do in the hours and days after: follow up, gather feedback, share material, plan next steps.
Read more - 5 min read
The Art of Objection Handling in PreSales: Strategies and Insights
Handle objections like a diplomat: understand the concern first, then answer. A framework, common objections and the right mindset.
Read more