Pre-Sales Impact
Pre-Sales Impact
Build trust & unlock new sales
Programme Overview
Our Pre-sales Impact training programme is designed just for Pre-sales and Solution Engineers to help engage and inspire customers from first contact. This ignites your sales process early, laying down a foundation of trust, leading to more predictable pipeline.
- Are your Pre-sales team overly focused on the tech and ‘feature dumping’?
- Could they be missing buying signals and opportunities for up-sells and cross-sells?
- How effective is your Pre-sales team at delivering a high-impact, engaging demo?
- Could your Pre-sales team be more effective at working with Sales & other departments?
This pre-sales training programme will equip your team with a new toolkit, a refreshed view of the role and value they can bring, and by amplifying the natural, human connection from the start, you can turn Pre-sales into trust-based sales weapons.
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Programme Benefits
1
Confidence in their role:
Your Pre-sales team develop a renewed sense of pride in understanding what their role is, what it isn’t, and how to align well with your internal sales executives to add best value.
2
Outstanding demos:
Your Pre-sales team executes world-class, engaging product demos, tech drawing & whiteboarding to tailor the value and innovation you offer, highlighting operational benefits and savings.
3
Brilliant at guided discoveries:
Your Pre-sales team engages their client stakeholders & tech teams in relevant, business-first conversations, understanding the customer’s payments ecosystem and pain points & influencing their tech roadmap.
4
Commercial skills:
Pre-sales supports your sales engine by identifying more opportunities via up-sells, cross-sells, renewals, repeats and referrals.
5
Trusted advisor:
Pre-sales learns how to use their position of trust as a voice of reason, respect and subject matter expertise with clients including CIOs.
What our clients say
I wish we had this training many years ago. It proved to our team how Pre-sales has a bigger, wider role to play in the commercial process.
Darren Hall, Enterprise Account Director
Pure Storage
Really engaging and applicable to so many situations, in and outside pre-sales.
Oliver England
Dojo
What this pre-sales training programme does
Our Pre-Sales Impact programme helps your team:
- Lead stronger customer conversations from first contact
- Run structured, business-focused discovery
- Align more effectively with sales teams
- Turn technical expertise into commercial impact
It’s designed specifically for pre-sales engineers, solution consultants, and technical teams who want to play a bigger role in winning and growing deals.
What good pre-sales looks like
At its best, pre-sales is not there to support the sale. It helps shape it.
Strong teams:
- Diagnose before they demonstrate
- Influence the customer’s thinking early
- Connect technical solutions to business outcomes
- Build trust with both technical and commercial stakeholders
This is what turns pre-sales into a trusted advisor, not just a technical resource.
A core skill: discovery
If there’s one area that changes everything, it’s discovery.
When pre-sales teams can properly uncover needs, they:
- Design better demos and POVs
- Identify upsell and cross-sell opportunities
- Engage senior stakeholders earlier
- Move deals forward with confidence
We’re written more on this here: How to train pre-sales teams to discover needs
What does pre-sales training include?
Our programme focuses on four practical areas:
1. Impact the process
- Understand where pre-sales adds value
- Align with sales and set clear boundaries
- Build confidence and ownership in the role
2. Discover needs
- Run structured, high-quality discovery conversations
- Use better questioning and listening techniques
- Uncover business drivers, not just technical requirements
3. Inspire change
- Deliver engaging, value-led demos
- Communicate clearly with different stakeholders
- Build trust and influence decisions
4. Solve challenges
- Navigate complex customer situations
- Handle objections and commercial tension
- Create momentum in deals and move things forward
Your Natural Blended Learning Journey:
Welcome to your Learning Pathway! The 4 pre-sales training workshops are your ‘go-to’ learning events, separated by some time at work to give you a chance to bring the learning to life. In between workshops there are Blended Learning resources such as Coaching Sessions,, SuperStar Podcasts, Lunch & Learns and Quick Win Assignments. This easy to absorb, ‘little and often’ learning pathway has been Natural Training’s ‘secret sauce’ since 2005!
Manager Engagement: We stay actively engaged with your Managers throughout the journey with Briefings and a Coaching Kitbag to ensure your team has the right level of coaching support to change selling habits forever.
Case Study
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How the programme works:
Ready to get started?
Please give us a call and tell us your pre-sales challenges. As always at Natural Training, we will make the programme fit you like a glove, injecting your product demos abd customer stories for the authentice realism that Natural is known for.
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