PW 12 - A Visit From St Nick
I knew Santa was in Presales... Thank you for all the support this year in the first 12 episodes of Presales Workshop. Here's a familiar story with a special Presales twist. Have a safe and wonderful...
22 Dec 20233min
PW 11 - The Internal Meeting Prep Tool
Putting in the work for prep can be arduous, but it's a leading indicator of success for your opportunities! Download the Internal Meeting Prep Tool here. Drop a comment below or DM me with questions.
23 Okt 20233min
PW 10 - How to Use Smart Timing to Improve Presales Productivity
When you're in "the zone", productivity skyrockets and work flows effortlessly. But out of the zone? Effectiveness falters and value suffers.In this Workshop I discuss how I used Smart Timing as a Pre...
1 Sep 202311min
PW9 - The Inversion Tool
Planning is an essential part of a Presales workflow. And in a thriving sales environment when calendars are packed, prep work for demos and meetings seems to take more time than the meetings themse...
11 Aug 202312min
PW 8 - The Demo Agenda
Few things are worse than a demo gone sideways! Use the Demo Agenda Tool to build rock-solid demo agendas to keep your demos on track!In this video I discuss demo agendas, why they're important, and w...
11 Aug 202310min
PW 6 - The Three Bears
In Presales we're often forced to make on-the-fly adjustments to our talk tracks. Use the Three Bears Tool to organize, update, and implement talking points that are the right duration for any situati...
30 Maj 202322min
PW 5 - The Presales Process
A Presales process is a must-have best practice for any presales organization, and helps align your presales efforts with the sales process. In this podcast I discuss what a presales process is, key e...
11 Maj 202324min
