Successful (Pre) Sales: It’s a Relay, not a Sprint

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In my 20s, I was considered a high performer.
By myself, mostly.

I put everything into my presales game.
In-depth research, diligent discovery, kick-ass presentations.
Pulled in many experts to optimize my presales touchpoint.

One day, a customer drops me an email. Angelique. Her company builds energy metering devices. Little clocks on dirty pipelines. I worked hard to help win them.

My eyes jog through the lines. Stop on “very disappointed”. Implementation project “failed”. Design “far away” from what we discussed during presales.

If I knew the implementation manager?
I don’t.

If I explained him my presales design?
I didn’t.

Ran the wrong race.
I ran a 400m sprint.
In a 4x400m contest.

I celebrated myself for my sprint performance. Arms thrown up in the air. While others were waiting for me handing-over the baton.

Have been practicing hard since then. Preparing as a team. Exercising transitions. Owning the race as a team.

Since my 30s, I did not let Angelique down again.


I started Pathfinder Consulting (pathcon.tech) to help presales organizations running the right race, and running it right.

Contact me to find your path to presales excellence

Get in touch

Frankfurt region, Germany

Mail: steffen.mueller@pathcon.tech

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