Insights & Strategies for
Presales Success

Insightful fireside chat type conversation with Mike, where you'll get to hear how his career in Presales began, his views on the key attributes of an SE and an SE leader and a special quizz question :)

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Exciting news! TotalTech Consulting has just launched a brand-new YouTube channel featuring valuable content on Leadership, Market Insights, and Presales. Whether you're looking to better understand the world of Presales or gain practical tips and inspiration for your professional journey, this is the place to be.

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In today’s competitive B2B environment, SE's are critical in shaping the path from lead to a closed deal. A well-managed presales cycle ensures not only that sales targets are more likely to be met but that the customer’s needs are fully understood and addressed. The presales cycle consists of distinct phases that work together to guide the process. By understanding each phase, SE's can increase their chances of closing successful deals. In this article, we’ll break down the four main phases of the presales deal life cycle—Engage, Evaluate, Envision, and Ensure—and explore how each contributes to driving success.

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The Presales function is a crucial component of any technology sales organisation, serving as the vital bridge between multiple departments—including sales, product management, engineering, marketing, technical support, operations, senior leadership, and partners. In this article, I will explore the significance of Presales, its impact on business success, and how it seamlessly connects these functions.

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