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.
Tag Archives: #Tips
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… 10 Demo Commandments
Here are 10 Do’s and Dont’s for delivering outstanding, persuasive software demos.
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… Job Interviews
Meeting a potential customer and presenting your solution is not that different to a job interview. You want to make a good impression, form a connection with the customer, and progress to the next round.
Thinking about… Tender (RFP) responses
I go on a rant about how tenders are a waste of time, then get more practical with 3 Guidelines for Tender Responses:
1 – Don’t make the customer work hard
2 – Don’t be fully compliant
3 – Share the load, smartly
Thoughtful Presales 