>Author
Jan-Erik Jank
Co-Founder, SE Rockstars
Jan-Erik is co-founder of SE Rockstars. In enterprise PreSales since 2013, he led PreSales teams at SAP and Salesforce before becoming an ICF-certified coach. He writes about PreSales leadership, coaching, and building SE teams that customers treat as trusted advisors.
>5 Articles
Do LLMs Give Good Demo Advice? Context Is the Whole Answer
A one-line prompt got a decent demo tip out of Claude — and started a fight in the comments. The real lesson isn't about AI at all: it's about how much you dare to leave out.
9 min read >
PreSales From the Partner Side: What Solution Engineers Can Learn From Life Beyond the Vendor
Most SE playbooks assume you work for the software vendor. Working at an implementation partner flips the incentives — and reveals what being a trusted advisor actually costs and what AI is about to change.
6 min read >
How to Orchestrate a PreSales Team: A Leader's Playbook for Direction, Rhythm, and Coverage
Great SE team management isn't about handing out tasks and running meetings — it's about creating identification, clarity, and a rhythm that turns a group of individuals into a team that wins together.
6 min read >
The Problem With MEDDICC: Why PreSales Is the Missing Piece in Value Selling
MEDDICC isn't broken — but the way most sales organizations roll it out is. Here's how to turn empty CRM fields into real value discovery, and why Solution Engineers are the ones to do it.
6 min read >
Consultant or Salesperson? How Sybit Reinvented PreSales and Why They'd Never Go Back
SAP partner Sybit split PreSales from Solution Consulting and gave the team no sales quota. PreSales lead Saskia Cempel breaks down why, how they did it, and why she'd never go back.
7 min read >
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