Top 19 Focus Areas for Presales Professionals in 2025 As we move into 2025, the world of Presales continues to evolve, driven by technological advancements, changing buyer expectations, and the need for impactful storytelling. In the middle of the last year, my family and I decided to try something new: a challenge board. The idea was simple but exciting!!! We can set challenges for ourselves and one another. Completing your challenge earns you points, and gathering sufficient points allows you to win a prize. At first, we weren’t sure how it would go, but it quickly became a favourite activity for [...]

The Sweet Lessons from Dubai’s Viral Pistachio Chocolate Bar Dubai is known for its record-breaking attractions and luxurious offerings, but this time, the buzz is about a chocolate bar. Yes, a pistachio-filled chocolate bar that has taken the internet by storm, all thanks to a TikTok post by influencer Maria Vehera, amassing over 100 million views. Confession time: I haven’t tried it myself yet. Let’s face it, the price is a bit steep, but as a pistachio and chocolate enthusiast, the story behind its virality is irresistible. What’s even more fascinating is how this story aligns with strategies we can use [...]

After watching a military movie featuring Navy SEALs, I couldn’t help but see some striking parallels between their world and ours in PreSales. While the stakes are vastly different (we're not fighting for our lives), there's something to be learned from one of the most elite and efficient teams in the world. Navy SEALs operate in high-stress, high-risk environments where precision, adaptability, and teamwork are the keys to survival and success. These are qualities that can transform the way we operate in PreSales and Sales as well. Let’s explore what PreSales professionals can learn from the SEALs and how adopting some [...]

The Importance of Active Listening in Discovery While asking the right questions is crucial during discovery, the real game-changer lies in your ability to actively listen. Active listening ensures you're not just hearing your prospect’s words but fully understanding their emotions, underlying concerns, and business objectives. Marshall Rosenberg's book, Nonviolent Communication, is a valuable resource for learning this skill. Rosenberg emphasises empathetic listening, where you focus on truly understanding the speaker's needs, not just preparing your next response. It's easy to fall into the trap of prioritising your questions over the conversation itself. But by listening carefully, you can pick up [...]

We are now in week four of our ancient wisdom trip for PreSales. The ability to stay calm, think clearly, and make strategic decisions under pressure is crucial. Enter Stoicism, an ancient philosophy that is not only timeless but incredibly relevant in today’s sales environment. Here’s how understanding and applying Stoic principles can give presales professionals a competitive edge, leading to both personal and professional growth. What is Stoicism? Stoicism is a philosophy founded in ancient Greece, focused on the development of self-control, resilience, and wisdom. Stoics believe that we cannot control external events, but we can control how we react [...]

We are in week three of our Far East Wisdom, which we apply to PreSales. We often sharpen our approach by examining modern strategies and technological advancements. Yet, the wisdom of an ancient warrior class, the Samurai, holds timeless lessons that can elevate our PreSales tactics. The samurai were not just warriors; they were strategic, disciplined, and ethical, attributes that align closely with what it takes to succeed in PreSales today. Here’s how samurai principles can guide PreSales professionals to master their craft and deliver outstanding results. Discipline: Sharpening the Sword of Preparation The samurai were known for their rigorous discipline [...]

It's easy to get caught up in the need to deliver impressive demos, hit targets, and win deals. But what if there was a way to approach your role with more mindfulness, compassion, and a deeper understanding of your clients' needs? Buddhism, with its centuries-old wisdom, offers valuable lessons that can enhance the way presales professionals engage with clients and navigate their journey. Here are key insights inspired by Buddhist teachings that can transform your presales approach.   The Middle Way: Balancing Confidence with Humility In Buddhism, the Middle Way is about finding balance - neither indulging too much nor denying [...]

In the fast-paced world of presales, professionals must be nimble, adaptable, and always looking for ways to connect deeply with prospects. Ancient Japanese techniques, known for their discipline, mindfulness, and holistic perspectives, offer valuable lessons to presales professionals who want to elevate their practice. Let's explore some Japanese techniques and how they can benefit the presales process. Kaizen: The Philosophy of Continuous Improvement What It Is: Kaizen, meaning "change for the better," is a Japanese philosophy focused on continuous, incremental improvement. In businesses, it enhances processes, boosts efficiency, and maintains a culture of constant growth. How It Applies to PreSales: In [...]

There's an often overlooked truth: Buyers typically purchase solutions only once every few years, whereas sellers are involved in this process day in and day out. This creates a significant experience gap that can complicate the buying journey. As presales professionals, it’s our responsibility to guide buyers and make sure they understand each step in the process—because an informed buyer is more confident and likely to make a decision aligned with their real needs. Why the Process Matters for Both Parties The sales journey can feel overwhelming to a buyer who isn't familiar with the intricacies of solution evaluation, product demonstrations, [...]

As a presales consultant, you are the bridge between the technical side of the solution and the customer’s needs. Your ability to translate technical features into business value can make or break a deal. But how do you continuously improve and stay sharp? Here are five practical ways to enhance your presales performance. Understand Your Customer’s Business Deeply The first step to becoming a standout presales consultant is mastering the customer’s business. Spend time researching their industry trends, challenges, and competitors. What are their pain points? What KPIs matter to them? When you truly understand your customer’s world, you can tailor [...]