For a time I wasn't in Presales, but on the other side of the table buying software. And being a buyer is hard!! As a buyer I had quite a few perspectives having nothing to do with functionality where I was desperately looking for help and value. The moment someone on the other side of the table helped me find value was the moment I truly leaned in. But I didn't always voice my perspective directly, and that's where Presales can help engage and offer up moments of value. Download the Buyer Perspective Tool where I share examples of my own buyer perspectives, and ways Presales can help address them: https://bit.ly/44kLR5K. Included is also a blank template for you to develop your own responses to your buyer's perspectives!