The Modern Presales Book
Build a modern presales framework your sales team will actually use
The Modern Presales book is a practical playbook for presales and sales engineering leaders who want consistent execution, fewer fire drills, and a clear path from discovery to technical win.
Get early access to chapters, launch updates, and presales tools that complement the book.
Why traditional presales isn't working
Many presales teams run on tribal knowledge, hero reps, and last-minute demo saves. There's no shared language for stages, no consistent discovery, and no clear definition of a technical win.
The result: stalled deals, inaccurate forecasts, and burned-out top performers who carry the whole motion on their backs.
What you'll learn in Modern Presales
- How to design a simple, modern presales framework that aligns sales and technical teams.
- How to run discovery that actually retires technical risk instead of just collecting requirements.
- How to structure demos, evaluations, and POCs so "technical win" is clearly defined and measurable.
- Where AI fits in modern presales, and how to use it without creating more noise for your team.
A practical, operator-friendly table of contents
Part I: Foundations
- What is modern presales?
- Defining technical win in your organization
- Presales as a revenue system, not a support function
Part II: Operating system
- Discovery and qualification that hold up under pressure
- Designing evaluations, POCs, and pilots
- Running deal reviews and forecasting with presales data
Part III: Team and tools
- Hiring and developing modern presales talent
- Tooling and templates (including Vertex Light)
- Measuring and improving presales performance
Part IV: AI and the future
- Where AI actually helps presales teams
- Designing AI-ready presales processes
Who this book is for
Presales leaders
VPs and heads of presales who need a framework their sales partners will actually follow.
Sales leaders
CROs and VPs of Sales who want better win rates and more predictable technical wins.
Individual contributors
Sales engineers and solution consultants who want practical tools to run better deals and grow their careers.
About the author
Modern Presales is written by Rob Steele, a presales and go-to-market operator who has worked with Fortune 100 companies and high-growth startups to modernize their data, infrastructure, and revenue motions. The patterns are consistent: when presales has a clear framework and the right tools, technical wins become predictable and sales capacity goes up without adding headcount.
Stay in the loop as the book launches
Join the waitlist to get early access to chapters, launch timing, and presales tools that pair with the book. No spam. Just practical, operator-level guidance.
No spam. Just practical presales frameworks and tools you can use with your team.