The Presales Workshop
Activity Overview
Episode publication activity over the past year
Episodes
PW 12 - A Visit From St Nick
22 Dec 2023
Contributed by Lukas
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 wi...
PW 11 - The Internal Meeting Prep Tool
23 Oct 2023
Contributed by Lukas
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 To...
PW 10 - How to Use Smart Timing to Improve Presales Productivity
01 Sep 2023
Contributed by Lukas
When you're in "the zone", productivity skyrockets and work flows effortlessly. But out of the zone? Effectiveness falters and value suf...
PW9 - The Inversion Tool
11 Aug 2023
Contributed by Lukas
Planning is an essential part of a Presales workflow. And in a thriving sales environment when calendars are packed, prep work for demos and meeting...
PW 8 - The Demo Agenda
11 Aug 2023
Contributed by Lukas
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 ...
PW 7 - The Reset
27 Jul 2023
Contributed by Lukas
In this video version of the PW podcast I talk about The Reset Tool, something that's helped me out of the nightmare of crazy schedules, work over...
PW 6 - The Three Bears
30 May 2023
Contributed by Lukas
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 talk...
PW 5 - The Presales Process
11 May 2023
Contributed by Lukas
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 p...
PW 4 - Presales and The Buyer Perspective
01 May 2023
Contributed by Lukas
For a time I wasn't in Presales, but on the other side of the table buying software. And being a buyer is hard!! As a buyer I had quite a few per...
PW 3 - Evaluating RFPs
24 Apr 2023
Contributed by Lukas
Responding to RFPs doesn't have to feel like a zero sum game for Presales. Using a RFP evaluation framework and tool can help drive collaboration ...
PW 2 - Using ChatGPT in Presales
14 Apr 2023
Contributed by Lukas
In this episode we discuss ChatGPT, what it is, using it in your Presales practice, and walk through an interesting use case about ChatGPT and other g...
PW 1 - Building a Presales Charter
07 Apr 2023
Contributed by Lukas
A presales charter is a great way for presales teams to document their mission, objectives, and deliverables to the rest of the organization. Using a ...
Presales Workshop Trailer
01 Apr 2023
Contributed by Lukas
I hope you'll join me for the next presales workshop! Each session is packed full of insights, tips, and perspectives on best practices and emergi...