Presales

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  • Excellent, Can you please email me the pdf to raj_dutta70002@yahoo.com
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  • Found it a base article but very good for Starters..
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Presales

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

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