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. Link to the series: https://www.netflix.com/watch/81273771?trackId=14170289&tctx=2%2C0%2Cd39ae389-ad8d-4e02-8626-e3e8355f08c9-425513145%2CNES_35DFF8734A84D97191865D4DE5A09F-994911DC4F528C-E2E6F13589_p_1740566355356%2C%2C%2C%2C%2C81098586%2CVideo%3A81273771%2CdetailsPageEpisodePlayButton 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 [...]

The Ultimate Guide to PreSales Leadership 🚀 How to Lead with Impact, Efficiency, and a Customer-First Mindset   Introduction: Think Like an Owner, Lead Like a Visionary PreSales leadership isn’t just about managing a team, it’s about thinking and acting like you own the company. Great leaders create impact by focusing on efficiency, empowerment, and customer-centricity, rather than control and micromanagement. If you want to thrive as a PreSales leader, embrace these principles: ✅ Act like an owner: Make decisions as if it's your own business ✅ Say no to micromanagement: Trust your team and remove bottlenecks ✅ Put your customers [...]

What Humane AI Pin’s Failed Launch Teaches Us About the Need for PreSales Introduction: A Product Demo Gone Wrong In 2024, the much-anticipated Humane AI Pin launched with high expectations. It promised to revolutionise human-computer interaction. An AI-powered, screenless wearable that could replace smartphones. The hype was enormous. But when it came time to showcase the product… it fell flat. The live demos were clunky, the voice commands misfired, and the audience was left confused about the device's real value. Instead of excitement, the launch was met with scepticism and memes mocking its impracticality. What went wrong? And more importantly, how [...]

Automation Isn’t Replacing PreSales! It’s Elevating It! If you’ve been hearing whispers that automation is coming for PreSales jobs, let’s set the record straight. Automation isn’t here to replace us! it’s here to empower us. In today’s fast-moving tech landscape, automation is transforming the way we work. But rather than making us obsolete, it’s giving us superpowers, helping us eliminate repetitive tasks and focus on what truly matters: understanding buyers, crafting compelling narratives, and driving real impact in deals. Why Automation Is a Game-Changer for PreSales Think of automation as your PreSales co-pilot, handling the mundane while you steer the high-value [...]

Outsourcing in Presales: Can It Work Without Losing the Essence? The role of presales is critical in the modern sales process. From discovery to demonstrations and proofs of concept (PoC), presales professionals help bridge the gap between customer needs and your business's solutions. However, outsourcing becomes an appealing option as presales teams juggle complex customer interactions and time-consuming repetitive tasks like responding to RFXs or preparing PoCs. Does outsourcing in presales make sense? What tasks, if any, can be outsourced without compromising the deep knowledge and customer-centricity that define effective presales? Let’s dive in. What Does Outsourcing in Presales Look Like? [...]

Should You Answer an RFI When the Prospect Goes Silent? We've all been there. An RFI lands in your inbox. You spend hours crafting a detailed response, hit send... and then? Silence. No calls. No emails. Just crickets. Then, weeks later, an RFP arrives. Should you even bother responding? It’s a frustrating but common scenario in PreSales. Let's explore when an RFI is worth the effort and when it’s better to walk away.   Why It’s Tempting to Ignore the RFP RFPs can be time-consuming. When a prospect sends one but then becomes unresponsive, it’s easy to feel that your efforts [...]

Missed Your Yearly Quota? Here's How to Bounce Back and Overachieve Next Year As the year draws to a close, many of us take a moment to reflect on our achievements and challenges. If you find yourself in the position of not having achieved your yearly quota, it's natural to feel a mix of disappointment and frustration. But remember, setbacks are often setups for comebacks. The question now is: What's next? How can you turn this experience into a catalyst for overachieving your quota next year? Let's explore strategies to help you rebound stronger than ever.   1. Reflect Honestly on [...]

Buyers Don’t Hate Salespeople! They Hate Being Sold To   Why This Perspective Matters Have you ever felt pushed into a decision rather than empowered to make one? That’s the difference between being sold to and being guided. Buyers today don’t dislike salespeople. They dislike outdated tactics that prioritise closing over clarity. What if, instead, we focused on enabling buyers to make confident, informed decisions? This shift isn’t just kinder, it’s smarter. Empowered buyers make better partners, advocate for your solution internally, and are more likely to stay loyal long-term.   A New Role for Sales: Guide, Don’t Push The B2B [...]

AI Won’t Replace PreSales Teams, But PreSales Professionals Who Use AI Will Replace Those Who Don’t The rapid evolution of AI technologies is reshaping industries, and PreSales is no exception. Yet, there's an important distinction to make: AI is not here to replace PreSales teams but to empower professionals who embrace it. Those who integrate AI into their workflows will have a distinct advantage, while others risk falling behind. The New PreSales Superpower: AI Augmentation AI is a tool, not a competitor. For PreSales professionals, it acts as a force multiplier, enabling smarter, faster, and more impactful engagements. Whether it’s automating [...]

What Cooking and PreSales Have in Common When people hear “PreSales,” they might picture software demos, client meetings, and technical jargon. When they think of “cooking,” they imagine spices, chopping boards, and family dinners. At first glance, these worlds seem poles apart. But as someone who loves cooking and thrives in PreSales, I can’t help but see their shared essence. The secret? Following a Recipe. Here’s how cooking and PreSales align and why following the right “recipe” is crucial for success.   The Foundation: A Well-Defined Recipe Cooking starts with a recipe. A detailed plan outlining ingredients and steps. In PreSales, [...]