Most people know what sales is. Many know what marketing is. But very few truly understand what presales is. Yet, in modern companies, especially in tech and business services, presales has become one of the most essential and respected functions.

Presales is the bridge between the product and the customer. It connects what the company builds with what the customer needs. It helps customers understand the product clearly, builds trust, and supports the sales team in closing deals.

If you want a job that involves communication, presentations, analysis, and customer interaction without the pressure of closing sales, presales is one of the best career paths you can choose.

This complete guide will help you understand every detail of presales: definition, roles, responsibilities, required skills, salary, growth, daily tasks, and how to build a career in this field.

What Is Presales: Simple Definition

Presales is a business function that supports the customer before the sale happens. It includes explaining the product, understanding customer needs, preparing demos, designing solutions, answering questions, handling technical doubts, and helping the sales team present the right solution.

In short:
Presales prepares. Sales closes.

Presales is required when the product is:
• Technical
• Complex
• Customizable
• High value
• B2B and solution oriented

Examples include SaaS software, IT services, financial products, CRM platforms, cloud solutions, and enterprise tools.

Why Presales Matters in Modern Companies

Today’s customers are smarter and want clarity before buying anything. They do not want pushy sales. They want someone who can explain the product honestly and help them make the right decision.

This is why presales exists. It builds confidence by showing customers:
• How the product works
• How it solves their problem
• Whether it fits their needs
• What features match their use case
• How it compares to competition

Presales increases customer trust and increases the chances of a successful sale.

Examples of Presales in Real Life

To understand presales better, here are some real examples:

Example 1: SaaS Software Demo

A company wants a CRM tool. The presales consultant gives a demo showing how to track leads, automate emails, and measure performance.

Example 2: IT Services Proposal

A business needs a customised ERP system. Presales prepares the proposal with features, modules, pricing, and timeline.

Example 3: Technical Question Support

A customer asks whether an app supports multiple devices. Presales explains the functionality clearly.

Example 4: Competitor Comparison

A customer compares two products. Presales gives a fair comparison and explains the advantages.

Example 5: Custom Solution Design

A company wants a unique workflow. Presales suggests a tailored setup.

Presales is involved in every crucial step before a customer makes the final decision.

Presales vs Sales: Key Differences

Understanding the difference helps you decide if presales suits you.

Presales Focuses On:

• Preparation
• Product demos
• Technical clarification
• Requirement gathering
• Proposals
• Solution design
• Documentation

Sales Focuses On:

• Building relationships
• Negotiation
• Objection handling
• Closing deals
• Revenue targets
• Follow ups

Presales = Knowledge driven
Sales = Relationship driven

Both roles work together, but presales is more about clarity while sales is more about conversion.

Presales Job Roles and Responsibilities

Presales involves more tasks than most people realise. Here is a complete breakdown.

1. Requirement Gathering

Presales professionals start by understanding the customer. This includes:
• Asking the right questions
• Understanding challenges
• Identifying pain points
• Understanding the customer’s current process

The goal is to match the customer’s problem with the right solution.

2. Giving Product Demonstrations (Demos)

Demos are the most important part of presales. They allow the customer to see the product in action.

A strong presales demo includes:
• Simple explanation
• Real use cases
• Benefits first, features later
• Customer specific examples
• Live problem solving

The goal is to show how the product improves the customer’s experience.

3. Preparing Proposals and Presentations

Presales prepares all customer facing documents such as:
• Sales presentations
• Technical proposals
• Pricing sheets
• Feature explanations
• Product brochures
• Implementation plans

These documents help the customer visualise the solution.

4. Creating Customised Solutions

Some customers need special workflows or integrations. Presales designs custom solutions by working with internal teams.

This is common in:
• SaaS
• Fintech
• IT services
• Enterprise software

5. Competitive Analysis

Customers often compare multiple companies. Presales prepares competitor comparison sheets with:
• Strengths
• Weaknesses
• Key differentiators
• Unique features

This helps the customer make informed decisions.

6. Handling Customer Objections

Presales answers technical doubts such as:
• How does this feature work
• Is it secure
• What integrations are available
• Will it scale with my business

Presales resolves confusion with logic and clarity.

7. Coordinating With Sales, Product and Tech Teams

Presales is the center of communication. They coordinate with:
• Sales teams for customer updates
• Product teams for feature details
• Tech teams for integration support
• Marketing teams for case studies

This requires strong coordination skills.

8. Participating in Client Meetings

Presales joins calls and meetings to support sales professionals. They help answer technical questions and ensure the solution is clear.

Daily Life of a Presales Professional

A typical day includes:
• Checking emails and customer questions
• Preparing for demo sessions
• Conducting product demonstrations
• Updating documentation
• Meeting with the sales team
• Working on proposals
• Coordinating with product and tech teams
• Following up on pending requirements

It is structured, stable, and intellectually engaging.

Skills Needed for Presales

Presales is not a hard technical job. It requires a mix of communication, customer understanding, and product knowledge.

Soft Skills

• Communication skills
• Active listening
• Presentation skills
• Clarity of explanation
• Confidence
• Patience
• Customer empathy

Hard Skills

• Product knowledge
• CRM tools
• PowerPoint and Excel
• Proposal writing
• Market understanding
• Basic technical concepts
• Competitive research

Who Should Choose Presales

Presales is ideal for you if you:
• Enjoy explaining things
• Feel confident during presentations
• Like solving customer problems
• Prefer low pressure jobs
• Enjoy technical or product related work
• Want a stable office job
• Like mixing communication with analysis

Presales is perfect for people who want to avoid aggressive sales targets.

Career Growth in Presales

Presales has a strong growth path.

Career Ladder:

Presales Executive
Presales Consultant
Senior Presales Consultant
Solutions Specialist
Solutions Architect
Presales Manager
Head of Presales
Product Manager (optional shift)

This path gives opportunities for leadership, product ownership, and cross functional growth.

Presales Salaries in India

Here is a realistic breakdown of presales salaries.

Freshers:
₹25,000 to ₹40,000 per month

1 to 3 years experience:
₹40,000 to ₹70,000 per month

3 to 7 years experience:
₹70,000 to ₹1,20,000 per month

Senior or specialist roles:
₹1,20,000 to ₹2,00,000 per month or more

Presales salaries grow faster than many support roles.

Industries That Hire Presales Professionals

Presales is in high demand across:
• IT companies
• SaaS and software companies
• Edtech
• Fintech
• Telecom
• Cloud services
• Cybersecurity
• Consulting firms
• Logistics tech
• Enterprise service providers

This makes presales a future safe career.

How to Get a Presales Job as a Fresher

Follow these steps:

1. Build a simple and clear resume

Highlight communication, presentation, and writing skills.

2. Learn the basics of CRM tools

Even simple familiarity helps.

3. Practise product explanation

Pick any app and explain it in simple words.

4. Improve PowerPoint and Excel skills

These are used daily.

5. Apply on verified platforms

Use platforms like Apna to find presales jobs in top companies.

6. Prepare for interviews

Focus on clarity, communication, and customer understanding.

Common Presales Interview Questions

You should prepare for questions like:
• What is presales
• Why do you want to work in presales
• How do you explain a product
• How do you handle customer questions
• Tell us about a time you explained something clearly

Speak clearly and confidently.

Conclusion

Presales is one of the most promising career paths for freshers and young professionals today. It offers stability, strong salaries, customer interaction, product learning, and low pressure compared to sales. Presales helps customers understand the product clearly and helps the sales team close deals faster.

If you enjoy communication, product knowledge, and customer support, presales is an excellent career option. With the right skills and preparation, you can build a strong future in this field. Explore presales roles on platforms like Apna to get started.

FAQs

1. What is presales in simple terms
Presales helps customers understand the product before they buy it. It includes demos, proposals, and solution explanations.

2. Is presales good for freshers
Yes, it offers solid learning, good salary, and better work life balance.

3. Is presales a technical job
Not fully. You only need basic product understanding. Most things are taught in training.

4. Does presales involve targets
Presales supports sales but does not carry closing targets.

5. What is the salary range for presales roles
Freshers earn ₹25,000 to ₹40,000. Experienced professionals earn more.