3D Presales

An essential reference written
by Presales, for Presales

Harness the power of 3D Presales to reimagine and transform your Presales vocation with these battle-proven techniques and best practices for the Presales professional. Whether you are new to Presales, just a novice finding your path, or a seasoned professional, this book has experience and knowledge that will benefit your journey. 3D Presales provides a guide around Presales topics, giving definition of what it means to be a Presales professional and how to excel at doing it. Sales Executives, Presales management and other roles can benefit from teachings of this book.

3D Presales answers questions like:

What needs to be done to deliver business value in my demos and presentations?
How do I manage my Presales career in a chaotic environment?
How do I best manage my time in a stressful and competitive environment?
How do I overcome fear of presenting and demoing?

Dynamic
Sales

Precise
Execution

Career
Excellence

Become a shining star at presenting technology in a compelling and engaging fashion.

Tame the multi-faceted beast of the Presales role with time-tested best practices and techniques.

Learn how to build continuous improvement into your Presales career for endless opportunities.

Fear
Hazard
Illustrate
K2 Climbing
Less
RFx
Schedule
Venues
Yaaaawn

Conversation
Goals
Jack of All Trades, Master of Some
Metaphor
Networking
RFx
Schedule
Trust
Unity
Zensumer

Audience
Business Value
Conversation
Discovery
Elevator Pitch
Objections
Personal Experience
Qualify
Who Cares?
Xanadu
Zensumer

3D Presales

A Critical A-Z Field Guide for Technology Presales Professionals

READER QUOTES

"A rare educational resource for the strategic role in selling technology solutions."

"This could serve as a textbook for a college or MBA program."

"Bob and Dwayne have been perfecting and tuning the discipline of Presales for more than twenty years.… They know what works and what does not, the reasons for success and the root causes for failure."

"This is a must read for anyone interested in entering into a Presales career. Plus companies should make this mandatory reading for their Presales professionals."