Successful (Pre) Sales: It’s a Relay, not a Sprint
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?
If I explained him my presales design?
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.