What is Three Dimensional Pre-Sales?

Introducing Pre-Sales Depending on the organisation or industry you work in, pre-sales can mean very different things. The main perspectives people hold when categorizing pre-sales as a role are generally polarized at opposing ends of a linear spectrum. At one end we have technical activity and at the other we have commercial. The technical-to-commercial spectrum is widely used as a frame of reference. Some organisations expect their pre-sales employees to be very technical with an ability to dig deep into code where necessary and others don’t require any hands on experience at all. In reality, the definition of the role is flexible and the expectation is that a pre-sales resource will fall somewhere in between.

My loose definition of Pre-Sales: Pre-sales provides the medium to bridge the gap that exists between a customer’s business needs and the functional capabilities of the products and solutions provided a supplier organisation.

Book Review: Visible Thought – The New Psychology of Body Language

Geoffrey Beattie is a respected and well known Psychology Professor based at Manchester University (UK). I first became aware of Geoffrey after seeing him on TV some years ago as the resident psychologist for the UK’s Big Brother series. After some googling I found his book titled Visible Thought – the New Psychology of Body Language (2003).

 

 

In reality, I bought the book several years ago around 2006. On my first attempt to read, I got most of the way through the first chapter and rapidly lost interest. The introduction was heavily peppered with Big Brother references and I got the distinct impression that there was some cashing in occurring on Geoffrey’s part, given his new found exposure as the widely renowned Big Brother body language expert. I expected the remainder of the book to essentially re-iterate descriptions of some of the events occurring in Big […]