Why to put SALES back into PRESALES

Put “sales” back into “presales”!

Hands down: we presales pride ourselves on being not-sales.
Independent. Customer advocates. Technical experts.
Right?

Well, we are!

But too often we forget presales remains a sales element after all.

😕

When we think “presales enablement”, …
…we think research
…we think discovery
…we think demo

We tend to miss…
…sales methodologies
…communication skills
…creativity techniques

🤔

Regarding the sales methodologies.
It’s not bad to study, train, and practice how to sell.
Especially as a presales pro.

Quite the opposite.

Source: Winning by Design

You HAVE to master this.
Because your CUSTOMER needs you to own this skill.

😳

You will meet…

…customers that know what they need, and why.
…customers that know their problem, but lack a solution.
…customers that not quite understand their problem.
…customers that don’t see they have a problem.

Each of the scenarios requires a different (pre) sales methodology.
A different playbook, a different way to do your presales magic.

#Leaders, bake this in your #presalessystem.
#SEs, embrace it.

No reservations.

Common ground for all methodologies: good intent and a value-driven presales mindset.

(1) Put in the work.
(2) Show you care.
(3) Earn your right to speak.
(4) When you speak: be relevant, be truthful.

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