Are you curious about the world of presales and thinking of diving into this dynamic and rewarding career path? Presales, also known as solution consulting, is an exciting field where you get to blend technical expertise with sales strategy, helping clients understand how your product or service can solve their problems.
In this article, I will walk you through the essential steps to kickstart a career in presales, even if you don’t have a ton of technical background.
Let’s break it down:
Understand the Role of Presales
Presales consultants sit at the intersection of sales, marketing, and technical teams. Your job is to act as a bridge between what the sales team is selling and the customer’s needs. In short, you will:
- Discover the needs, pain points and solutions the client needs
- Conduct product demonstrations
- Develop solutions that meet the customer’s needs
- Assist the sales team in winning deals
- Handle objections and ensure the customer is confident in the solution
To get started, you need a good understanding of the products or services you are selling, but more importantly, you need to be a problem solver. You will be responsible for building trust with potential clients and proving that your solution is the best fit for them.
Build the Right Skill Set
Here are the key skills you will need to succeed in presales:
- Communication Skills: This is number one. You need to explain complex ideas in simple terms and speak confidently with both technical and non-technical stakeholders.
- Problem-Solving Mindset: Presales is about understanding customer pain points and coming up with creative solutions.
- Technical Know-How: While you don’t have to be a software engineer, you need a good understanding of your product’s functionality, how it integrates with other systems, and how it solves business problems. Start by learning basic technical skills related to the field you are interested in.
- Presentation Skills: Product demos and presentations are a big part of your job. You will need to create and deliver compelling presentations that showcase the value of your solution.
Gain Relevant Experience
If you are new to the industry, the best way to gain experience is by:
- Shadowing Presales Consultants: Reach out to people in presales roles and ask if you can shadow them during calls or demos. This gives you firsthand insight into the day-to-day role.
- Hands-On Learning: Start with the product or service your company offers. Learn as much as you can by playing around with the tools, running mock demos, and getting feedback.
- Customer-Facing Roles: If you are not in presales yet, roles like customer support, sales development, or account management can help you build the client interaction skills that are vital in presales.
Find a Mentor
Presales is a highly collaborative role, and having a mentor can speed up your learning curve. A mentor who’s already in the field can guide you through the challenges and help you understand the finer points of the role, such as how to handle tough client questions or navigate internal company politics.
Start Networking
Networking is crucial in presales. Connect with people in the field on LinkedIn, attend industry events, and join relevant forums and groups. Engaging with others in the industry will expose you to new ideas and best practices.
Stay Curious
The world of technology and business is always evolving, and a good presales consultant keeps learning. Subscribe to industry blogs, attend webinars, and stay on top of new developments in your field. Continuous learning is essential to provide innovative solutions to customers.
Showcase Your Skills
To break into presales, make sure to highlight the skills that translate well into the role on your resume and LinkedIn profile. Emphasize your communication, technical knowledge, and problem-solving abilities. If you’ve already been doing demos or supporting sales in some way, make sure to showcase that experience.
Develop Industry Knowledge
While technical knowledge is crucial, having a good understanding of the industry you are selling into can set you apart. Customers will appreciate your ability to connect their specific business challenges with the solutions your product provides. Whether it’s finance, healthcare, or manufacturing, understanding industry trends and pain points will enhance your credibility as a presales consultant.
Certifications and Courses
Consider acquiring certifications or taking relevant courses that can strengthen your technical expertise and sales acumen. For example, certifications in cloud platforms (AWS, Azure), project management (PMP, Agile), or sales methodologies (such as Demo2Win!, Great Demo or the PreSales Mastery Course) can give you a competitive edge.
Understand Sales Methodologies
Even though presales is not purely sales, understanding common sales methodologies like consultative selling, limbic persona-based selling, or value-based selling can help you align with the sales team and better address customer concerns during the sales process.
Final Thoughts
Presales is a fast-paced, highly rewarding career that combines technical skills with a strong customer focus. If you love problem-solving, working with clients, and being at the cutting edge of technology, this could be a perfect fit for you.
Starting your journey in presales requires building the right skills, gaining experience, and being curious enough to continuously learn and improve. By following the steps above, you will be well on your way to launching a successful presales career.
Good luck!
If you want to learn more about PreSales, please visit www.presales-handbook.com, buy the PreSales Handbook, or take the PreSales Mastery Course.
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.
