This audiobook is narrated by an AI Voice.
Every deal is won or lost long before the contract. The PreSales Handbook shows how solution consultants, sales engineers and presales leaders win it earlier. Dr. Johannes Hangl, Area Vice President of Solution Consulting, has run deals from $900K to more than $5M. In this second edition he turns that experience into one practical method: discover what the client really needs, qualify hard, tell the story with a demo, listen, and stay honest. You will learn how to build a champion who sells for you when you are not in the room. You will run discovery calls that reveal the real pain. You will write an opportunity scoping document, design and deliver demos that persuade, build an ROI case a CFO accepts, and handle POCs, RFPs and objections. Later chapters cover closing, win-loss reviews, competition, building and leading a presales team, metrics, and presales in the age of AI. Each chapter ends with a clear take and short lists of what to do and what to avoid. A free bonus PDF with every diagram, the glossary and the bibliography comes with the audiobook. For solution consultants, sales engineers, presales managers, account executives and founders who sell complex software.