The Series „Elephant in the room“, Edition 2-3: Presales 1.0 VS 2.0


Presales 1.0: the classic SE. Answers RFPs, unwinds detailed presentations guru-like,
fights technical battles, defends products and the solutions they have built.
Presales 2.0: still able to do all that, with less of a guru-attitude, but first and foremost
consider themselves solution manager & catalyst. When presenting they will talk
naturally, engage in conversations, be a moderator who focusses on understanding
and overachieving the expectations of all people in the room…


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