I am a passionate Scuba Diver for over 10 years now. I even blog about it over on my BLogbu.ch Blog. For roundabout 20 years though, I am also a Solutions / Pre-sales or Sales Consultant with heart and soul. And already for quite some time I noticed stunning similarities of my hobby to my profession.
On the surface, they may appear unrelated, but a deeper exploration reveals a fascinating tapestry of similarities that tie these two worlds together. Join me as I dive into the depths of these parallel universes, uncovering the shared threads that weave through the domains of communication, focus, preparation and training, risk management, adaptability, curiosity, balance, and teamwork.
Table of Contents
Communication: Navigating in Sync
Just as a scuba diving buddy team relies on seamless communication through hand signals to explore the underwater world effectively, technical presales professionals depend on clear and concise communication. In both scenarios, miscommunication can lead to dire consequences, whether it’s a misjudged depth or a misunderstood client requirement. The ability to convey complex information with precision is the bedrock of success in both technical presales and scuba diving.
Listening plays a pivotal role for both as well. Listening to your buddy partner before the dive, during dive briefings and the entire dive preparation is key. Does he or she feel uncomfortable? Is it a dive that is above her or his comfort levels? Are there possible health issues? The list of things can be long and every word, spoken and unspoken can play a role in avoiding a dive accident.
The same is true for presales. During qualification but also during the entire sales process it’s important to not “assume” but rather to ask questions and, most importantly, listen to every spoken and unspoken word. Understanding the customer, his feelings, thoughts, problems, strategies and more, are key to success and can avoid having to do an emergency ascend in your opportunity stage (or worse!).
The same goes for communicating towards your dive buddy or your customer. If you over-communicate, talk about irrelevant things, your customer and your dive buddy will start diverting their focus to other things. If I constantly show my buddy Nudibranches, but he is only interested in Sharks, he won’t want to be my buddy for long. The same for presentations where the relevance of what I talk and show must be closely related to the interest of the communication partner.
Focus: Precision in Every Move
In the silent dance beneath the waves or the strategic maneuvers of a technical presales pitch, focus is paramount. The ability to concentrate on the task at hand, whether it’s managing buoyancy in a current or addressing a client’s specific needs, defines success. Both worlds demand a meticulous approach where every action is intentional and contributes to the overall success of the mission. Every movement that does not contribute to that goal, wastes energy, resources and time – all better spent to reach a nice spot underwater, before your air runs out, or to come to the point of a pitch.
In the scuba world, focus, can decide between life and death. You have to mange your air, air consumption, navigate under water, communicate with your buddy, watch out for the marine life and in the end you want to have fun as well. This requires experience, but also a great deal of focus and attention to detail. And especially if you want to discover ALL hidden treasures below sea level, focus is important. Many animals or corals hide very well and are tiny. But these tiny things can enrich a scuba dive and make your day!
For presales work this is mostly the same. If you start to loose attention during customer calls or demos, they quickly can lead into a direction where your air (features that are relevant to the customer) run out and you can run into uncharted territories. Ultimately this can cause you to literally loose your buddy, the customer, and come into serious trouble if you planed on closing the deal. So, the same as for scuba diving, having a 360° view on the surroundings and an attention for the tiny details of an opportunity is key to success.
Preparation and Training: Equipping for Success
Technical presales professionals and scuba divers alike understand the importance of thorough preparation and ongoing training. Just as a diver checks equipment rigorously before a descent, a presales expert prepares diligently for client interactions. Both domains recognize that success is rooted in continuous learning and staying abreast of the latest developments in their respective fields.
What would an untrained scuba diver be, diving into an environment hostile to human life? It can be deadly. The same goes for the equipment you are using. Setting aside the redundancy, any malfunction can result in situations you do not want to be in. Constant training and the evolution of diving skills, regular checking, and servicing of your gear are key!
The same principles apply to technical pre-sales. Not only are we dealing with a fluid, constantly evolving market and ever-changing products, but also the demands and expectations of the pre-sales role change. Good solutions consultants have to constantly train, seek feedback, and evolve to stay successful—or drown. Similarly, but less dramatically, this applies to the gear, the tools used to demonstrate, communicate, and connect with our colleagues, and, more importantly, customers. A good presentation and the best customer and customer pain focus still need to be delivered in a “wow” format. Even Demo2Win states that the difference between winning and losing can be as little as 2%—a margin that can result from good preparation, customer focus, as well as limbic techniques and tools we use. SCs need to be as meticulous with their gear as scuba divers are.
Risk Management: Calculated Moves
Navigating uncertainties is a shared reality for both technical presales wizards and scuba diving aficionados. Picture this: you’re suited up in your scuba gear, diving at 30 meters depth, when suddenly you spot a strong current ahead that would pull you into deeper waters away from the dive boat. Meanwhile, in the world of pre-sales, you’re presenting a cutting-edge solution to a client when suddenly their workers council decides to stage a revolt worthy of a Shakespearean tragedy. In both scenarios, the key is risk management!
Now, you might be thinking, “What on earth do currents and IT meltdowns have in common?” Just as divers meticulously plan their dives to anticipate potential hazards like rogue currents or curious marine creatures, pre-sales professionals assess the risks associated with implementing complex technology solutions. It’s all about keeping your wits about you and staying one step ahead of the game.
Imagine you’re the divemaster of a diving group, charting a course through a treacherous challenging reef dive. In the world of pre-sales, you’re the master of your client’s digital transformation journey, steering them away from the rocky shores of outdated technology, unspoken requirements, unforeseen stakeholders and towards the sunny shores of innovation. But just like any good guide, you need to be prepared for the unexpected squalls and sea monsters that might come your way.
So, whether you’re donning a wetsuit or a suit and tie, remember that risk management is the name of the game. Stay sharp, stay agile, and above all, don’t forget to pack your sense of humor – because sometimes, the best way to navigate choppy waters is with a hearty laugh and a twinkle in your eye to ground the conversation.
Adaptability: Fluidity in Changing Environments
Whether you’re swimming with the fishes or swimming in a sea of client demands, one thing’s for sure: adaptability is your trusty life jacket. In the world of scuba diving, you never know when a sneaky current might try to sweep you off your fins, just like in presales, where a client’s sudden change of heart can feel like a tidal wave crashing down on your perfectly crafted proposal.
But fear not, my fellow adventurers, for adaptability is our middle name! Like chameleons of the deep, we presales professionals and scuba enthusiasts alike have mastered the art of blending seamlessly into our ever-changing environments. Whether it’s swapping out a malfunctioning regulator or pivoting to meet a client’s new use case or data privacy requirement, we’re always ready to roll with the punches – or should I say, the waves.
In the unpredictable world of scuba diving, one minute you’re admiring a school of colorful fish, and the next you’re confronted with a free flowing second stage. Similarly, in presales, one moment you’re confidently pitching your solution, and the next you’re fielding curveball questions from a skeptical stakeholder. But hey, that’s half the fun, right? It keeps us on our toes and ensures that no two dives – or client demos – are ever the same.
So, let’s raise a toast to flexibility, my friends! Whether you’re donning a wetsuit or a power suit, remember that the ability to adapt and thrive in changing environments is the secret sauce to success. Never think that you have reached the shore until you’ve really reached it. So dive in, embrace the unknown, and remember: just keep swimming!
Curiosity: Unveiling the Unknown
Ah, curiosity – the compass that leads us to the uncharted territories of knowledge! Whether you’re diving into the depths of a new technology or plunging into the ocean’s abyss, one thing remains constant: the insatiable thirst for the unknown.
As technical presales whizzes, we’re like modern-day explorers, armed with PowerPoint slides and a boundless curiosity about the latest innovations. Just like Jacques Cousteau with his trusty underwater camera, we dive headfirst into the murky waters of client requirements, eager to uncover hidden treasures and solve the mysteries that lie beneath.
But hey, curiosity killed the cat, right? Well, not in our case! In fact, it’s the very thing that keeps us alive and kicking. Whether we’re unraveling the complexities of a new technology or feature or marveling at the wonders of the coral reef, curiosity is what keeps our hearts pumping and our minds buzzing with excitement.
So, here’s to the curious souls among us – the ones who aren’t afraid to ask questions, to push boundaries, and to boldly go where no consultant or diver has gone before. May your thirst for knowledge never be quenched, and may your curiosity continue to unveil the unknown, one adventure at a time.
Balance: Harmony in Every Move
Balance – the fine art of not sinking like a stone or floating away like a lost balloon. Whether you’re floating gracefully underwater like you are weightless and defy gravity or navigating the choppy seas of client demands with the features and capabilities of your solution, finding that perfect equilibrium is key.
Picture this: you’re scuba diving in crystal-clear waters, surrounded by vibrant marine life. With each gentle movement, you adjust your buoyancy to maintain harmony with your surroundings – just like a technical presales pro delicately juggles client needs, technological know-how, and business goals to stay afloat in the ever-changing sea of sales.
But let’s be real for a moment – finding balance isn’t always smooth sailing. Sometimes, you feel like you’re teetering on the edge of a metaphorical shipwreck, desperately trying to keep your head above water. But fear not, my friends, for balance is not a destination, but a journey – and every wobble and stumble is just another opportunity to learn and grow.
Just like a scuba diver uses their fins and BCD to navigate the currents, we pre-sales wizards use our finely-tuned instincts and strategic thinking to navigate the turbulent waters of client negotiations and technical challenges. It’s all about finding that sweet spot where client satisfaction, technical feasibility, and business success converge in perfect harmony.
Balance is the key to staying afloat in the fast-paced world of presales. So take a deep breath, steady yourself, and embrace the ebb and flow of the sales cycle – because with a little bit of finesse and a whole lot of determination, you’ll be riding the waves of success in no time.
Teamwork: Strength in Unity
Teamwork is the secret sauce that turns a group of individuals into a well-oiled machine, whether you’re exploring the ocean depths as a buddy team or the intricate world of technical pre-sales as an account team of solution consultant and account executive. It’s like being part of an underwater ballet troupe, except instead of pirouettes, we’re executing flawless client presentations and navigating tricky negotiations.
In the world of scuba diving, your dive buddies are your lifeline, your confidants, and your partners in adventure. Together, you form a symbiotic relationship, relying on each other’s expertise and redundant equipment to ensure a safe and successful dive – just like in pre-sales, where your account team of specialists of sales, technical sales, customer success, product specialist, legal and more brings together a diverse range of skills and knowledge to tackle even the most daunting client challenges.
But let’s not forget the occasional hiccup along the way – after all, no team is immune to the occasional miscommunication or mishap. Picture this: you’re deep underwater, trying to signal to your buddy that you’ve spotted a majestic manta ray, but they’re too busy fiddling with their dive computer to notice. Sound familiar? In pre-sales, we’ve all had those moments when our carefully crafted pitch goes off the rails because requirements of the customers weren’t passed along correctly.
But hey, that’s all part of the fun, right? Because at the end of the day, it’s the camaraderie, the shared laughs, and the sense of accomplishment that make it all worthwhile. So here’s to teamwork – the glue that holds us together, whether we’re exploring the ocean depths or charting a course through the choppy seas of client engagements. Together, we’re unstoppable!
Conclusion
As we resurface from the depths of exploration, it’s evident that the realms of technical presales and scuba diving are not merely distant shores, but interconnected seas of opportunity and discovery. From the depths of communication to the heights of teamwork, these parallel universes offer invaluable lessons for navigating the complexities of our professional and personal endeavors.
In the currents of communication, we learn the importance of clarity and understanding, whether conveying client needs or signaling to a dive buddy. With focus as our compass, we steer through the choppy waters of challenges, maintaining precision in every move and ensuring success in every endeavor. Preparation and training serve as our anchors, grounding us in knowledge and readiness for whatever may come our way.
Risk management teaches us the value of calculated moves and adaptability, guiding us through unforeseen currents and unexpected twists. Curiosity propels us forward, driving us to uncover the unknown and embrace the thrill of discovery. And in the delicate balance of teamwork, we find strength in unity, relying on the support and collaboration of our fellow adventurers to chart a course to success.
So, whether you’re wearing a wetsuit or a suit and tie: The lessons learned from the depths of technical pre-sales and scuba diving are not just tools for survival, but beacons of guidance on the journey to greatness. As we navigate the seas of uncertainty and chart our course to success, let us embrace the shared principles of communication, focus, preparation and training, risk management, adaptability, curiosity, balance, and teamwork, knowing that together, we are truly unstoppable.