A Presales Operating System

Not training. Not theory. An execution system for serious presales organizations.

Most presales enablement focuses on skills.

Presentation skills. Demo skills. Questioning skills.

Those matter.

But they don’t run an organization.

What actually determines outcomes is whether presales has:

• A shared way to think about deals

• A disciplined way to move deals forward

• A repeatable way to inspect and coach execution

• A system that survives scale, turnover, and pressure

That is what this is.

The Presales Navigator services together form a Presales Operating System, built on three proven frameworks:

COMPASS, SAIL, and ANCHOR, introduced in The Presales Navigation System and refined through years of enterprise execution.

You can adopt one service, or implement the full system.

Either way, the goal is the same: clarity, control, and consistency across every deal.

Deal Management for Sales Engineers

Focus

How Sales Engineers think about, progress, and protect deals.

Ideal For

• Sales Engineers, Senior SEs, Principal SEs

• Teams that already execute well but want consistency and leverage

• Organizations tired of “hero deals” and unpredictable outcomes

What This Is

A foundational presales operating system that teaches Sales Engineers how to manage deals, not just support them.

This training is not about:

• Demo polish

• Feature storytelling

• Soft skills in isolation

It teaches engineers how to:

• Establish unmistakable clarity early

• Own discovery instead of inheriting assumptions

• Design evaluations that lead to decisions

• Say no strategically without slowing momentum

• Anchor deals in outcomes that survive scrutiny

Everything is grounded in COMPASS, SAIL, and ANCHOR, applied to real deal thinking without running live Deal Labs.

What Changes After

Sales Engineers stop:

• Chasing momentum without direction

• Confusing activity with progress

• Hoping alignment “shows up later”

They start:

• Driving deal clarity early

• Creating customer-owned movement

• Recognizing risk before it becomes visible

• Treating presales as strategy, not support

Outcome for the Organization

• More predictable deal progression

• Cleaner evaluations

• Stronger trust between Sales and Presales

• Reduced late-stage surprises

• A shared execution language without script dependency

Format & Delivery

• 6 modules

• Instructor-led, virtual or in-person

• 2 hours per module (virtual)

• 90 minutes per module (in-person)

Prerequisite / Purchase Rules

This is the foundation.

All other services build on this system.

Deal Management for SE Leaders

Focus

How presales leaders operate, inspect, and sustain deal execution at scale.

Ideal For

• SE Managers, Senior Managers, Directors, VPs

• Leaders responsible for forecast integrity and deal health

• Organizations that want the system to survive growth and turnover

What This Is

Leadership enablement designed to turn presales frameworks into operating discipline.

This training teaches leaders how to:

• Inspect deals without fixing them

• Coach judgment, not just outcomes

• Establish deal review rhythms that matter

• Reinforce COMPASS, SAIL, and ANCHOR consistently

• Prevent drift back to personality-driven execution

It is not management training.

It is system leadership training.

What Changes After

Leaders stop:

• Reacting to deals too late

• Coaching based on intuition alone

• Running reviews that feel busy but shallow

They start:

• Inspecting deals through a consistent lens

• Coaching behaviors that scale

• Protecting the operating system under pressure

• Turning presales into a leadership multiplier

Outcome for the Organization

• Higher forecast confidence

• Stronger bench of senior engineers

• Reduced dependency on individual heroes

• A presales organization that executes the same way across regions

Format & Delivery

• 6 modules

• Instructor-led, virtual or in-person

• 2 hours per module (virtual)

• 90 minutes per module (in-person)

Prerequisite / Purchase Rules

• Requires Deal Management for Sales Engineers, or

• Can be purchased as a bundle with it