跟着真实打单故事学做售前

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There is nothing new under the sun, and the same holds true for the history of presales. For many presales professionals, career growth has been a story written in blood and tears—every pitfall that predecessors and peers have stumbled into, they too have encountered one by one. Is it possible to learn from the historical stories of other presales professionals to help us avoid these pitfalls and detours?

Consider this course: "Learning Presales Through Stories: A Collection of Presales Case Studies." Scan the QR code below and take a trial lesson before you decide:

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Course Content

To complement the in-depth learning of students in the "Professional Presales Playbook: From Beginner to Expert" course, this collection of case studies has been specially designed from a presales perspective, serving as a tool for post-class reflection, analysis, and practice.

Unlike the MBA cases or technical case studies you may have encountered, this collection employs an "immersive" writing approach. Based on real clients, real projects, and real people—with necessary anonymization—these cases do not provide a panoramic view of all clues or the truth behind the scenes. A vast amount of information remains unknown or unverifiable, creating a highly asymmetric and incomplete information landscape. This is the actual reality of sales and presales. How to analyze, judge, and decide on action plans and strategies amidst a scarcity of information and uncertainty is the genuine dilemma everyone faces. In such an environment, presales professionals cannot devise optimal strategies; they can only make provisional, localized judgments based on the limited, even flawed, information at hand. Moreover, after the fact, it is usually impossible to gather comprehensive information for a thorough retrospective analysis.

The cases strive to cover the full spectrum of the presales professional ecosystem and all stages of project opportunities, including the workplace dynamics between presales and sales, marketing, delivery, consulting, project management, risk control, fellow presales colleagues, clients, and competitors. They also span multiple phases such as project initiation, requirements development, bid preparation, bidding, and negotiation, presenting students with a vivid, three-dimensional picture that is full of complex conflicts and intertwined with human emotions.

"There is nothing new under the sun." Reading case stories is also reading history—the history of other presales professionals. By providing these "immersive" cases, we aim to help students gain a more realistic understanding of the true situations presales professionals face, enhance their virtual experience and deep comprehension of complex business environments, and, combined with the methods and techniques taught in the course, pre-rehearse analysis and handling approaches. This preparation enables better responses in real-world scenarios and improves practical effectiveness.

None of the exercises in the cases come with reference answers. Students are expected to continuously integrate their own analysis and judgment, offering their perspectives under certain assumptions. The exercise design also includes numerous perspective-taking analysis questions that ask students to consider the same event from different roles and positions, guiding them to examine and think from multiple angles. The goal is to facilitate the transformation from a siloed, self-centered presales professional to a seasoned veteran with a holistic view and command of the situation.

We welcome all students to submit their perspectives to the course platform and share them with the community. This allows everyone to see more diverse viewpoints and more multi-faceted approaches, thereby broadening their own thinking for real-world scenarios, sparking deeper and more comprehensive analysis, forming unique judgments, optimizing their thinking methods and practical abilities, and even contributing to industry best practices. We also invite you to share your own presales stories and offer free or paid courses in the "Presales Masters Showcase" column!

It is recommended to study this course in parallel with the "Professional Presales Playbook: From Beginner to Expert" course.

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Course Features

1. Authenticity: All cases are drawn from real events, real clients, and real projects. While necessary anonymization is applied to protect privacy and sensitive information, every effort is made to preserve the details of the time, recreating for students the real presales world, real clients, real follow-up processes, real conflicts, and real pressures. Through learning and analysis of these authentic cases, you can enhance your combat readiness, broaden your horizons, and gain valuable experience.

2. Guidance: The cases not only provide background stories but also offer references for the thought processes and action-taking methods of different roles. Of course, these approaches are not necessarily recommended methods, but by following the evolution and outcomes of events, you can understand the effectiveness of different approaches.

3. Complexity: Presales operates on the front lines of sales, where the competitive landscape changes rapidly and interests are deeply intertwined. The cases we have selected are relatively complex, even deliberately showcasing the intricate side of situations. This complexity stimulates students to engage in multi-layered, multi-angle thinking and exploration, better preparing them for the challenging and perilous daily realities of their careers.

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Course Instructor

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