Pre Sales \'The Axle In Sales\'

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A presentation on pre-sales function

Pre Sales \'The Axle In Sales\'

  1. 1. Pre-Sales - ‘The Axle in Sales’ By Satesh Kumar. K
  2. 2. Agenda <ul><li>Pre-Sales </li></ul><ul><ul><li>Introduction </li></ul></ul><ul><ul><li>Process Fit </li></ul></ul><ul><ul><li>Importance in Sales cycle </li></ul></ul><ul><ul><li>Certifications </li></ul></ul><ul><ul><li>Career Path </li></ul></ul>
  3. 3. <ul><li>Introduction </li></ul>
  4. 4. Pre-Sales Defined <ul><li>A bridge between Marketing/Sales and Technology Team </li></ul><ul><li>Focuses on proposing solution to address client’s business need </li></ul><ul><li>Converting prospects to customers </li></ul>
  5. 5. Pre-Sales – The Profile <ul><li>Pre-Sales consists of entire gamut of activities that encompass </li></ul><ul><li>Responding to RFP – Proposal Writing </li></ul><ul><li>Competitor Analysis and market scanning </li></ul><ul><li>Interfacing with other internal groups </li></ul><ul><li>Marketing support – Whitepapers, Flyers </li></ul><ul><li>Supporting client visits </li></ul><ul><li>Exploring partnership options </li></ul><ul><li>Visiting clients and/or making presentation, demo </li></ul>
  6. 6. Pre-Sales – The Skill Set <ul><li>In an IT/ITES setup the following are the skill sets required </li></ul><ul><li>Outstanding presentation preparation/delivery skills </li></ul><ul><li>Excellent people skills to interface with multiple departments </li></ul><ul><li>Understanding of technical know-how </li></ul><ul><li>Knowledge of strategic, conceptual, consultative selling </li></ul><ul><li>Ability to map the customer requirements with organization's solution </li></ul><ul><li>Ability to identify prospect’s pain points and aid in sales support to foster sales </li></ul>Pre Sales
  7. 7. <ul><li>Pre-Sales Process Fit </li></ul>
  8. 8. Pre Sales Role in Sales Funnel Convert Prospects to Customers
  9. 9. Pre-Sales Process
  10. 10. <ul><li>Importance in Sales Cycle </li></ul>
  11. 11. Qualified Leads Expect <ul><li>Speak the language of customer – Domain specific </li></ul><ul><li>Precise solution mapping to address business problem </li></ul><ul><li>Accurate estimation via Proposal </li></ul><ul><li>Consultative approach rather than a vendor approach </li></ul><ul><li>Walk the extra mile and suggest solutions to improve business process </li></ul>
  12. 12. Pre-Sales to the ‘Rescue’ <ul><li>Lack of attention paid in Presales arena contributes to 39.6% of project failure (typically IT) </li></ul><ul><li>A well documented PROPOSAL would address these issues and mitigation aspects </li></ul><ul><li>Source : THE STANDISH GROUP REPORT </li></ul>
  13. 13. <ul><li>Certifications </li></ul>
  14. 14. APMP – Association of Proposal Management Professionals <ul><li>World’s first Professional Accreditation Program for proposal and bid management executives </li></ul><ul><li>Target Audience – Executives/managers who are a part of proposal preparation </li></ul><ul><li>Accreditation Levels </li></ul><ul><li>- Foundation: AM.APMP, AF.APMP </li></ul><ul><li>Basic knowledge of best practice </li></ul><ul><li>- Practitioner: AP.APMP, APF.APMP </li></ul><ul><li>Application of best practice </li></ul><ul><li>- Professional: PPM.APMP, PPF.APMP </li></ul><ul><li>Advocacy of best practice </li></ul>
  15. 15. APMP Accreditation Program
  16. 16. <ul><li> Career Path </li></ul>
  17. 17. A Variety of Options!!! Technology Architect Business Analyst Marketing
  18. 18. <ul><li>Thank You </li></ul>

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