t: #business365sg
http://j.mp/b365-sg
twitter: #business365sg
http://business365.azurewebsites.net
Questions?
1. What is Pre-Sales all about ?
2. Do we need any sales experience?
3. Are there any mandatory learnings
to enter the field?
4. What are the career prospects?
Simple answer
is any function
or task that is
performed
before the
actual contract
Account Type
20:5:2:
1
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Is it existing account ?
Do you have coverage?
Is the deal is seeded ?
Do you have any
relationship ?
Is people know who we
are?
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6. pre-sales consultant closely tied to the sales team but support them in a technical way.
7. Pre-sales consultants are instrumental in technical sales cycles as they are able to
analyze the customer requirements and assist in developing a proper solution.
8. Pre-sales technical consultant, Job to make sure the solution fits the customer
requirements and will work properly once implemented.
BQ Budgetary Quotation
ITQ - Invitation To Quote
Bulk Tender Set for a period
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http://business365.azurewebsites.net
RFQ - Documents
Company Background
Professional Services
Products Offered
Services Offered
The Overall Solution
Showcase Customers
Implementation Methodology
Implementation Estimates
Partners
Hosting
Prospect Questions
Architecture
Functionality
Standards Complied To
Security
Development Lifecycle
Presentations
You will be required to make presentations on every aspect of your company and its
products, solutions, and services at some time
Presentations and demonstrations, you are center stage in front of a demanding
audience that wants to be educated, entertained, and interacted with.
Sales is about relationships and being able to interact with one or many people in
demanding situations
Keep in mind that the customer will use the presentation as a point of reference in the
future, so major points of interest should be captured, but the details should be
elaborated upon by you.
Remember, the business requirements are most likely driving the meeting and your
presentation should address the business requirements and how your product / solution
can technically address the business requirements.
You will always run into the situation where you dont have enough time to present what
you want to. This requires that you continuously trim your presentation to present only
the salient points of interest to the prospect or that you feel are important enough.
Face-to-Face Meetings
Practice makes perfect and the better you are able
to present your solution and interact with multiple
personalities and show a level of confidence the better
off you will be.
Think of a politician at a press conference. Most of
the time its a professional and cordial event, but
usually there is always that one moment when
someone presents a question, comment, or
objection that can throw you of. You have to be
able to handle it professionally, show your
credibility, and interact in a constructive manner.
Skills
Technical Knowledge, functional knowledge with some Domain experience
Presales Professional because you need to have technical skills in your
domain of expertise, but also Sales skills and preferably also knowledge in
PM (Project Management) and BM (Bid Management).
It's a very unique set of skills, you have to be technical to understand what
would be the best way to design the solution and with perfect customer
facing skills at the same time. The most difficult bit it to "translate"
customer words into a valid requirement
Skills
During the whole sales-cycle you act as a trusted adviser and interface between
your prospect,
Your technical expertise, industry knowledge, and your capability to explain
technically complex things in a simple and comprehensive way, are making you
the perfect sparring-partner for contacts in IT as well as special departments.
Your tasks cover amongst others analyzing customer specific processes, answering
RFIs/RFPs, preparing & executing of product demos, giving speeches or
participating in panel discussions on fairs and events, analyzing competition, and
regular meetings with product management to improve our products.
The technology
is only one
small part of
the equation. If
you dont
understand
your customers,
you cant build
adoptive
solutions.
http://j.mp/b365-sg
twitter: #business365sg
http://business365.azurewebsites.net
twitter: #business365sg
http://business365.azurewebsites.net
Reference
http://www2.wwt.com/united/art-pre-sales
https://www.linkedin.com/groups/What-is-career-pat
h-pre-2123766.S.103947640?qid=045d5c31-074e-4fed-b
421-acc357e5defc&trk=groups_most_popular-0-b-cmr&g
oback=%2Egmp_2123766
https://www.linkedin.com/groups/What-defines-PreS
ales-64542.S.93540970?qid=999be0c5-0c7e-4bd0-a713
-d743a5c42a8d&trk=groups_most_popular-0-b-ttl&gob
ack=%2Eanb_68591_*2_*1_*1_*1_*1_*1%2Egmp_64542