Running the Marathon of Presales

Everyone has their own way of dealing with the Monday Blues, and for me, it's hitting the pavement for a Monday run. It's my go-to remedy for shaking off the start-of-the-week blues and getting motivated. In the world of software sales, every deal is a race, and just like a marathon, it takes preparation, strategy, and determination to cross the finish line with a win. As a presales professional and a passionate runner, I've often found intriguing parallels between preparing for a run and winning a software deal.

1. Setting Clear Goals:
In running, we set our sights on the race ahead, just as in presales, where we define our objectives. Whether it's completing a marathon or closing a deal, clear goals form the foundation of success. A runner's training plan mirrors the presales strategy, tailored to reach the desired destination.

2. Planning and Preparation:
In the world of marathons, meticulous planning and rigorous training are key. Similarly, presales professionals gather intelligence, research prospects, and tailor solutions to their needs. Just as a runner prepares physically and mentally, the presales team equips itself with the knowledge and tools necessary for the journey.

3. Consistency and Discipline:
Runners understand the importance of sticking to a training regimen, even on challenging days. Presales professionals, too, must maintain consistency and discipline. The daily grind, whether on the track or in the office, forms the bedrock of success. The key is not to cut corners, even when faced with tight deadlines or challenging prospects.

4. Adaptability and Resilience:
Runners adapt to changing weather, injuries, and race-day surprises. Adaptability and resilience are crucial in presales when dealing with competitor surprises or shifting priorities. Both require the ability to pivot without losing sight of the goal.

5. Teamwork and Support:
Marathoners often rely on the support of their running groups, coaches, and loved ones. Presales professionals benefit from close collaboration with their teams—sales, marketing, and technical experts. This teamwork enhances the chances of success, just as a cheering crowd motivates a runner to push through fatigue.

6. Celebrating at the finish line:
Just as runners revel in their achievements with a sense of accomplishment and camaraderie, presales professionals should recognize and celebrate their wins. Celebrating not only wins but retrospecting the lost bids/deals is also important to boost morale, energize the team, and prepare them for the next challenge.

Whether you're preparing for your next race or next client meeting, remember these principles - Embrace the goals, plans, consistency, adaptability, teamwork, and strong finish required for success. And when victory arrives, celebrate it with your team, acknowledging the hard work and dedication that brought you across the finish line.