The Presales Navigation System™
Stop serving the deal.
Start serving the decision.
"Every deal has three questions that determine whether it closes. Where is it going? Is it moving? Is it real?"
"Every deal has three questions that determine whether it closes. Where is it going? Is it moving? Is it real?"
8 modules for SEs. 6 for leaders. 17 principles with forcing moves. Judgment training that changes how your team runs deals.
COMPASS, SAIL, and ANCHOR analysis on your real deals. Stress-test routing, forcing moves, and coaching built in.
Practice the system one module at a time. COMPASS, SAIL, ANCHOR — applied to your deals through guided coaching and stress-test routing.
Free forever. One module per day.
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 system that survives scale, turnover, and pressure.
"Can you define the one outcome that would make this a clear win — in terms your executive team would recognize?"
Set clarity before evaluation. Never during a POC.
"In your own words — what changes for your organization if this succeeds?"
A story you tell them is a pitch. A story they tell themselves is a decision.
"What is this costing you every month it doesn't get solved — in dollars, in risk, or in credibility?"
Tests Ownership + Insight + Clarity. If "painful but manageable" — the deal isn't real.
"If budget gets cut 30% tomorrow — does this initiative survive? What's the argument that saves it?"
Tests Clarity + Storytelling + Ownership. No gravity = first thing cut.
8 modules — three frameworks. Every principle has a forcing move — exact customer-facing language your SEs can use in their next conversation. Judgment training, not skills training.
Explore Program →6 modules for SE managers and directors. Inspection over intervention. Coaching over fixing. Leadership rhythms that make the system survive pressure, scale, and leadership change.
Explore Program →A structured operating model for deal inspection. Three phases: inspection, coaching, decision. The only place where presales judgment becomes visible at scale.
Explore Deal Labs →Practice the system. Any deal. Any time.
An AI-powered application that runs COMPASS, SAIL, and ANCHOR analysis on your real deals — with stress-test routing, forcing moves, and coaching built in.
Run any deal through the full system. COMPASS, SAIL, and ANCHOR analysis with stress-test routing and forcing moves.
For Sales EngineersPractice the system one module at a time. Guided coaching, inspection questions, and stress-test routing — applied to your real deals.
For Sales Engineers & LeadersFree forever. One module per day.
by Dmitri Lee
The book that introduced COMPASS, SAIL, and ANCHOR. Not a set of tips — a complete operating philosophy for presales. How to define success before you demo. How to own discovery instead of inheriting assumptions. How to make the customer the author of the story. How to stress-test whether the deal is real.
Whether you're strengthening deal execution, scaling leadership impact, or building a presales organization that runs consistently at any size.