Thinking about… Presales as Apologists
Unfortunately, the products we sell are generally not perfect. As a result, we can find ourselves playing the role of an apologist, required to positively and persuasively represent our product and company, despite the gaps, flaws or any other baggage.
Thinking about… Engaging Webinars
With digital fatigue setting in, it has got harder to acquire and retain audiences for webinars, so how do we deliver webinars that are engaging and useful?
Thinking about… Building a Business Case
Do you need to build a value story, business case, or ROI model with quantifiable benefits? Here are five guidelines that I use to to do this effectively.
Thinking about… 10 Demo Commandments
Here are 10 Do’s and Dont’s for delivering outstanding, persuasive software demos.
Thinking about… Presales as an Olympic Sport
The Olympics are on at the moment and medals are being won, with dreams realized and hopes shattered. It got me thinking about which Olympic sport provides the best analogy for Presales: is it the high expectations of the High Jump? The endurance of the Marathon? The flexibility of Gymnastics? The teamwork of Hockey? Or…
Thinking about… Thought Leadership
Regardless of your role, level or years of experience, I encourage all Presales professionals to invest time in building your own personal brand: the combination of things related to how other people (colleagues, managers, customers) recognise and value you.
Thinking about… Presales as Therapy
I want to propose that “Trusted Adviser” has the wrong emphasis and instead, the goal of Presales should be to become a “Trusted Therapist”.
Thinking about… Presales as Performance
Presales professionals are all actors, and we are called on to perform in a multitude of venues, to a variety of audiences. Developing performance skills can improve your confidence and your effectiveness as a presenter.
Thinking about… Make it look easy
In Presales, our core role is to sell a technical solution. With emphasis on the word “sell”. Although we are dealing with complex technical systems, we have one overarching mandate: Make it look easy.
Thinking about… Moving from Presales to Sales
The very first sale you need to close is selling yourself to the Sales Manager
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Thoughtful Presales 