The Multitasking Myth in PreSales: What Really Works?
Right now, I’m watching a Netflix series about our brain, and one episode focuses on multitasking. I highly recommend watching it. The key takeaway? Multitasking doesn’t make us more productive, it makes us less effective.
As PreSales professionals, we juggle discovery calls, demo prep, RFPs, internal meetings, and follow-ups. Multitasking feels essential, but in reality, it slows us down, increases errors, and drains our mental energy. The best approach is structured focus.
How to Improve Focus
📌 1. Create Structure Switching between tasks constantly reduces efficiency. Instead, block time for specific activities: ✅ Discovery call preparation ✅ Demo rehearsals and storytelling refinement ✅ Follow-up communications ✅ Internal collaboration with sales and product teams
The PreSales Handbook highlights that deep work leads to higher quality outcomes and fewer mistakes.
📌 2. Take Breaks Our brain needs downtime to maintain peak performance. Apply:
🕐 The Pomodoro Technique (25 min focus, 5 min break)
🌿 Short walks or screen-free moments to refresh thinking
⏳ Mindful pauses before switching tasks to stay engaged
📌 3. Check Emails Twice a Day
Email is a huge distraction. Instead of checking it constantly: 📩 Set dedicated time slots (e.g., 10 AM and 4 PM) to process emails
🚀 Use email templates for common responses
📵 Keep notifications off during deep work
📌 4. Use the Eisenhower Matrix to Prioritise
The key to avoiding multitasking is focusing on what truly moves the needle. The Eisenhower Matrix helps classify tasks based on urgency vs. importance:
✅ Urgent & Important → Do it now (e.g., final demo prep, urgent client requests) 📅 Important but Not Urgent → Schedule it (e.g., skill development, improving demo storytelling) 🔄 Urgent but Not Important → Delegate or automate it (e.g., email responses, internal admin work) ❌ Neither Urgent nor Important → Eliminate it (e.g., unnecessary meetings, busy work)
This framework ensures you spend more time on strategic, high-impact tasks and less on distractions.
📌 5. Automate Repetitive Work
Repetitive tasks drain time and mental energy. Automate them!
🔹 Microsoft Power Automate: Automate lead follow-ups, email notifications, and CRM updates.
🔹 Pre-Recorded Demos: Instead of doing the same demo multiple times, create a polished video for early-stage prospects.
🔹 Email Templates & Snippets: Save time by using canned responses for FAQs and follow-ups.
🔹 Scheduling Tools: Use Calendly or Microsoft Bookings to avoid email back-and-forth for meeting scheduling.
Time saved = More time for impactful client conversations.
📌 6. Learn to Say No (or Push Back!)
As a PreSales professional, you’re pulled in a million different directions, but not every request deserves your time.
🚩 Signs You Should Say No:
❌ Requests outside of your expertise (redirect to the right team).
❌ Low-priority tasks that don’t impact deals.
❌ Last-minute demo requests without proper discovery.
Instead of saying “Yes” to everything, negotiate priorities:
💬 “I’d love to help, but I’m focused on [high-impact task]. Can we discuss a better timeline?” 💬 “This request doesn’t align with our priorities right now. What’s the core issue we’re solving?”
Saying NO strategically means saying YES to what truly matters.
📌 7. Qualify Hard, Don’t Waste Time
The best PreSales professionals don’t chase every deal, they focus on winnable ones.
🔎 Key Qualification Questions:
✔️ Does the prospect have a budget?
✔️ Do they have a real business problem, or are they just “exploring”?
✔️ Is there a clear timeline for a decision?
✔️ Who are the key decision-makers, and have we engaged them?
If the answers aren’t clear, push for clarity or deprioritise. As the PreSales Handbook emphasises, a well-qualified deal means less wasted time and higher win rates.
How PreSales Professionals Can Reduce Task Overload
🔹 Automate repeatable tasks like pre-recorded explainer videos and demo automation
🔹 Prioritise high-impact activities by distinguishing urgent from important
🔹 Know when to say NO and push back on low-value distractions
The best PreSales professionals don’t just do more, they do better by focusing deeply on what matters.
How do you handle multitasking in PreSales? Let’s discuss in the comments! 👇
If you want to learn more about PreSales, please visit www.presales-handbook.com, buy the PreSales Handbook, or take the PreSales Mastery Course. And remember to check out the PreSales GPT.
Author: Dr. Johannes Hangl
Hi there! I'm Johannes Hangl, a recent Ph.D. graduate in Business and Economics from Mendelova univerzita v Brně. With a solid foundation in logistics, supply chain management, and business — further enriched by my Master of Science from THM Technische Hochschule Mittelhessen and both a Bachelor and Master Professional of Business Management from the Academy Handel Munich — I bring a robust mix of theory and practical PreSales experience. Professionally, I've developed expertise in crafting effective logistics strategies and solving complex problems, which enhances business growth and operational efficiency. At home, I'm a dedicated father of three, balancing family life with professional ambitions, which fuels my passion for productivity and efficiency in all aspects of life. I thrive on working smart to streamline processes and achieve excellence with a relaxed, yet focused approach to both life and work.
