Where should Pre-Sales step in — and when should they step back? In this episode, we explore how Pre-Sales can bring real value to the lead qualification process without taking over Sales responsibilities. Learn about the balance of involvement, common pitfalls, and 10 actionable tips to improve collaboration, data quality, and decision-making.

In this episode, I dive into the potential of Generative AI to streamline essential Pre-Sales processes. From discovery workshops to RFP responses, presentations, and even team management, we explore how customized AI models could impact efficiency and enhance Pre-Sales tasks. Listen in to find out how AI might transform routine workflows, the steps involved in training an in-house model, and whether this approach can truly drive better results in the Pre-Sales landscape.

In this episode, we will discuss the structure of a Pre-Sales team. A structure that is clear and understandable, where everyone knows their role, what is expected of them, and how they should interact with other employees both inside and outside the team. A well-functioning structure requires less maintenance or repair. It should be resilient, stable, and, of course, efficient.

It is crucial to tailor Qualitative Key Performance Indicators (KPIs) to align with the specific needs and objectives of the Pre-Sales organization. This ensures that these indicators have a direct impact on efficiency in achieving business goals and contribute to the continuous growth of the team.

When leading a Pre-Sales team, establishing effective collaboration with the Product Management team is paramount. We often find ourselves pondering how to optimize this interaction. In this episode I'm sharing my own experience.