INSIGHTS & TOOLS
Ideas for stronger Presales leadership.
Practical thinking from 28 years in Solution Consulting, organized around The Presales BOAT System™.
THE FOUR DISCIPLINES
From Technical Expert to Organizational Leader
The skills that made you the best Solution Consultant on the team will not, on their own, make you the leader the team needs.
Operator
The Presales Operating Rhythm
A weekly cadence for Solution Consultants and their leaders who want the most important work to happen on purpose.
Architect
Why Alignment Is the Hidden Advantage in Presales
Enterprise deals stall over disagreement inside the customer far more often than over technology, and the Solution Consultant who closes that gap wins more often than the one with the better demo.
Trusted Advisor
Discovery Is a Leadership Discipline
Customers can admire your technology and still decide it’s too risky to buy. The questions you ask decide which way that goes.