Service
Pre-Sales Build-Out
A project engagement that takes you from "nobody owns technical selling" to a working pre-sales function: roles, process, materials, on-job training, and participation as a Sales CTO at calls with prospects.
Who it's for: B2B tech companies ($1M–$10M+ ARR) selling products and services where deals stall in technical discovery.
What I actually do
- 1
Review the current motion
How deals actually work today: who joins technical conversations, what gets prepared, where deals stall. No theory - I sit in the calls.
- 2
Define roles
Who does what between AE, SE, and leadership - written down, agreed, and realistic for a team of your size.
- 3
Build supporting materials
The assets pre-sales actually needs: discovery frameworks, proposal structures, competitive positioning notes.
- 4
Create templates that carry value
Demo flows, architecture-review checklists, positioning decks, business-value calculators - reusable, not one-off art.
- 5
Train and coach - in the real calls
On-job training alongside your team, with me participating as a Sales CTO at live prospect calls. Skills transfer happens in the room, not in a classroom.
- 6
Hire criteria for future members
A profile and interview loop so you can keep building the function after I leave.
Process
Typically 12–24 weeks, fixed scope or monthly. Working materials start to appear inside the first month and evolve during the process; the rest is embedding, coaching, and making it stick.
I built a pre-sales function from scratch and grew services revenue fivefold in twelve months. This engagement is that playbook, run inside your company.
Frequently asked questions
How is this different from hiring a VP of Sales?
VP of Sales owns quota and people management. Pre-Sales Build-Out creates the technical-selling capability around your sales team - roles, process, materials, and trained people. Many clients use both; some start here because the gap is technical credibility, not pipeline management.
Do you recruit the team too?
I define the hire criteria and run the technical part of the interview loop. Recruiting sourcing and offers stay with you - but your first SE or pre-sales hire gets screened by someone with hands-on experience building and running these teams.
What if we already have pre-sales people?
Even better. Then the engagement upgrades them: process, materials, coaching, and standards instead of heroics.
How long does it take?
Typically 12-24 weeks depending on team size and deal complexity. Working materials start to appear inside the first month and evolve during the process - the rest is embedding, coaching, and making it stick.
Start with a conversation
Takes 30 minutes. No pitch, no pressure - I'll tell you honestly if a build-out is what your team needs.