Presales professionals selling technology solutions have a hard time finding the skills needed to develop their craft and close more business. The 3D Presales book is a collection of short stories and essays to help Presales professionals become better at what they do by investing as little as 5 to 15 minutes per day. Developed as a field guide to successful Presales skills, the book contains a Presales topic for each letter of the alphabet. Unlike monolithic books and other training resources, 3D Presales is designed to not take time away from selling. 3D Presales subjects can be read in any order and have been organized into skills tracks of Dynamic Sales, Precise Execution and Career Excellence – the 3 dimensions of Presales.
3D Presales is written by successful Presales professionals and managers who bring field-proven knowledge and experiences from the selling and demoing halls to readers via a convenient and easy-to-use reference guide. 3D Presales answers the following questions:
- How do I overcome fear of presenting and demoing?
- 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?
3D Presales will benefit those new to Presales and also sharpen the skills of the experienced veteran.
Bob Skowron has practiced the art and science of Presales for 15+ years with over 10 years in Presales management. Before becoming a Presales professional, Bob combined business and technology skills sets by implementing IBM mid-range solutions as a financial controller. His business and marketing background were complemented with software engineering and management information system positions. From being a self-taught coder, he became an educational consultant, a project manager and sold implementation services. It was at this time in the mid1990s when Bob met and began working with co-author Dwayne DeSylvia. Bob crossed over from post-sales projects to Presales roles when working at Baan, a large global ERP solution provider. After rising to a Presales executive at Baan, Bob left to join a number of startup companies and brought Presales techniques and success to companies who had newly developed software solutions. Bob worked in the field and demonstrated with success the techniques he was asking his teams to do. An avid skier and outdoor enthusiast, Bob lives in Colorado.
Managers of technology Presales teams need a way to get their staff better at what it means to be a member of a Presales team. Challenged with little time and relatively few training resources, Presales team managers will find 3D Presales contains collections of short stories and essays that can be read and studied by investing as little as 5 to 15 minutes per day. Unlike monolithic books and other training resources, 3D Presales is designed to not take time away from selling. 3D Presales chapters can be read in any order. Specific chapters help Presales managers by providing easy to give prescriptions to Presales problems. At the end of the book, a Presales Manager’s Guide is provided best practices in implementing 3D Presales within a team.