I had Matthew James on the Beyond Presales podcast in Steptember of 2024. You can listen to the full episodes now where we discussed music, creativity, and presales.
Part 1 – Never Practice in Front of your Customers
Part 2 – Always have a Strategy and a Plan
As presales professionals, we’re constantly looking for ways to improve our demos, strengthen our technical knowledge, and polish our presentations. But what if one of the most powerful ways to level up your presales game isn’t directly related to work at all?
The Musician’s Mindset in Presales
Musicians develop a unique set of mental skills that translate remarkably well to the presales environment. When you practice an instrument regularly, you learn to:
- Get comfortable with failure: Musicians spend countless hours making mistakes and correcting them
- Perform under pressure: Similar to a high-stakes demo, musicians learn to deliver when it matters
- Develop discipline: Regular practice builds consistency that transfers to work habits
- Think creatively: Musicians learn to interpret and express ideas in novel ways
Musicians also learn to develop their own unique “voice” while working within established frameworks. You can’t change the song, but you can change how you play it and interpret it. Much in the same way, the best presales professionals develop their personal style while working within the constraints of their product and sales methodology.
The Practice-Performance Connection
One of the most powerful parallels between music and presales is the practice-performance relationship. Musicians don’t just walk onto stage without hours of rehersal and preparation. Yet in presales, we often jump into customer-facing situations with minimal preparation. Consider adopting the musician’s approach:
- Practice deliberately: Don’t just run through your demo—focus on improving specific elements each time
- Record yourself: Musicians listen to themselves practice; record your demos and presentations
- Seek feedback: Find trusted colleagues who will give you honest, constructive criticism
- Embrace “dress rehearsals”: Run through the entire presentation exactly as you’ll deliver it. This means practicing OUT LOUD. Things sound different coming out of our mouths than they do in our heads
Creativity as a Differentiator
In an increasingly competitive tech landscape, technical capabilities often converge. What separates successful presales professionals isn’t just product knowledge, it’s creativity in problem-solving, storytelling, and communication.
Creative hobbies train your brain to approach problems differently. Whether you play music, write, draw, or build things, you’re developing neural pathways that help you see unique connections and solutions that others might miss.
Starting Your Creative Journey
You don’t need to be a virtuoso musician or gallery-featured artist to benefit from creative pursuits. The key is finding something that engages you and makes time disappear when you’re doing it:
- Try different instruments or art forms until you find one that clicks
- Start small with just 15-30 minutes a few times per week
- Focus on enjoyment rather than achievement
- Connect with communities around your creative interests
Remember, the goal isn’t to become a professional musician or artist. The goal is to to develop the mental flexibility, resilience, and creative thinking that will help you improve your craft during your 9-to-5.