An Introduction to the Art of Presales: Breaking the barriers of entry into sales engineering through empathy

Solve real business problems. Find a technical solution. Be at the heart of the most complex sales operations. Influence the product roadmap. Wow the customer during a demonstration. Produce best-in-class visuals. Speak at international conferences. Share your vision at exclusive roundtables. Earn a great salary. Sounds like your dream come true? Get ready for your adventure as a brand-new … presales consultant!

At the heart of it, presales is about creating a world that the customer wants to buy. You’re there because you’re the customer’s technical expert, a trusted advisor who guides them through sometimes a very difficult procurement process.

As will be clear from this book, presales consultants have no specific degree as a prerequisite, and most have landed in presales by a happy accident. So whatever profession you’re in right now I will help you find and identify the gaps in your knowledge and guide you through the entrance to the world of presales.
Throughout my entire career, I have mostly worked in a male-dominated, white, middle-class environments. To me, teams with limited diversity backgrounds limits the possibilities of science, technology, and culture. There should be no reason for such lack of diversity. Thus, I invite everyone who is interested in technology, sales and creativity to consider the career path of a presales consultant.

I believe that anyone, with the right tools, guidance, and an open mind, can be great at presales.