Presales

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  • 1. What is Presales? Why is it important for my Organization?If you want an answer continue reading….
  • 2. Old school of Thought….
    Presales is only..
    Booking conference rooms and telephone calls
    Editing the proposals, correcting the spelling mistakes !!!!
    Improving the color combination of some body else’s ppt
    Carrying laptop and working from home
  • 3. Today, Presales is gaining importance and the deserved recognition as never before…
  • 4. Presales Gamut….
    Energy
    This is not 9:00 to 5:00 job
    Energy level should be at peak even at 2:00 am
    Enthusiasm
    Treat every Bid as your first Bid
    Passion
    Believe in the power of branding
    Customize the collateral and case studies
    Knowledge
    Read, Read and Read..understand why your customer is here
  • 5. Working Backstage
    Gain Domain knowledge
    Market dynamics
    Market Size
    Major players
    Understanding the customer
    R&D budget
    Existing Vendors
    Market share
    Customer’s customer
    Pain points
    Know your competitors
    Their customers
    Revenue
    Services and solutions
    Director and not an Actor
  • 6. Wearing Marketing Hat at times
    Marketing a service/ solution during customer call
    Drafting case studies
    Collateral building
    • And Branding too….
    Brand your company- my company is the largest provider of so and so services…justify it
    Differentiate your services from that of your competitors
    Showcase customer testimonials
    Be active on Social Media Sites, connect with your customer, be a brand ambassador of your company
    Brand Ambassador
  • 7. Bid Management
    Respond to RFIs/ RFPs
    Do your homework- understand the customer requirement
    Connect to the relevant stake holders
    Consolidate the response and review
    Make sure it looks as a single response and not multiple responses
    Checklist- Map the requirement to the solution proposed
    Owning the BID
  • 8. Customer Visit Management
    Making the best use of customer visit
    Get insight into their current vendors, their opinion about your competitors, their R&D spend, how much do they outsource etc…(be diplomatic while asking these questions)
    Display energy and enthusiasm
    Make him/ her feel important
    Do not burden the customer with gyan, believe in walkthroughs
    Do not be a visit coordinator “Manage” the visit and hold the thread!
    Knowing the Customer
  • 9. PRESALES can be turned into an efficient SALES engine, you just have to know how to fuel it!
    Summary…
  • 10. Thank youAll your comments/ suggestions are welcome! Reach me atshripriya.subramanian@gmail.com