I‘m always on the lookout for new approaches to presales. I’ve really enjoyed Demo2Win for complex application sales with huge multi-day demos (like ERPs), and Great Demo for lighter weight applications with shorter demos (like most SaaS). Special mention to Mastering Technical Sales, although it’s more of a textbook on the role and less of a methodology. What are your favorites?
EDIT: I threw this post up casually, mostly to highlight a couple of books / thought leaders that have had a huge positive influence on me as an SE. I wasn’t very careful about my word choice as the insightful commenters below have pointed out - since the idea of an entire “presales methodology” is far beyond what I meant here. Essentially, consider this post above as saying I’m a big fan of the work of Demo2Win/Robert Riefstahl, Great Demo!/Peter Cohan, and Mastering Technical Sales/John Care. Was mostly hoping to hear about other people’s favorite presales authors / thought leaders!