Practical Presales

Excelling in presales is very different than being a technical expert. A poor presales resource may have been on the job for thirty years, but still believes it's all about their technical expertise, and may not know how to read a room, or partner with sales. An expert presales resource understands that having the best product doesn't necessarily mean it'll be selected because of the other forces at play. They grasp that their job is primarily about reading their audience and communicating effectively. They know how to influence the terms of the competition.Many new presales hires receive an education about the product they'll be selling, but very few receive any sort of formal education about what the role entails, how to work with sales, improve their communication skills, or where to get started. This book is intended for both a new presales resource who needs to learn the job, or someone who's been in the field for a while and wants to improve their success rate. These are the things I wish someone had told me on day one