The document discusses the role of pre-sales in the sales process. It defines pre-sales as the bridge between marketing/sales and technology that focuses on proposing solutions to address client needs and convert prospects to customers. The document outlines the skills required for pre-sales, including presentation skills, understanding technical know-how, and the ability to map customer requirements to solutions. It also discusses the importance of pre-sales in qualifying leads and the sales cycle.

1. Pre-Sales - ‘The Axle in Sales’ By Satesh Kumar. K

2. Agenda Pre-Sales Introduction Process Fit Importance in Sales cycle Certifications Career Path

3. Introduction

4. Pre-Sales Defined A bridge between Marketing/Sales and Technology Team Focuses on proposing solution to address client’s business need Converting prospects to customers

5. Pre-Sales – The Profile Pre-Sales consists of entire gamut of activities that encompass Responding to RFP – Proposal Writing Competitor Analysis and market scanning Interfacing with other internal groups Marketing support – Whitepapers, Flyers Supporting client visits Exploring partnership options Visiting clients and/or making presentation, demo

6. Pre-Sales – The Skill Set In an IT/ITES setup the following are the skill sets required Outstanding presentation preparation/delivery skills Excellent people skills to interface with multiple departments Understanding of technical know-how Knowledge of strategic, conceptual, consultative selling Ability to map the customer requirements with organization's solution Ability to identify prospect’s pain points and aid in sales support to foster sales Pre Sales

7. Pre-Sales Process Fit

8. Pre Sales Role in Sales Funnel Convert Prospects to Customers

9. Pre-Sales Process

10. Importance in Sales Cycle

11. Qualified Leads Expect Speak the language of customer – Domain specific Precise solution mapping to address business problem Accurate estimation via Proposal Consultative approach rather than a vendor approach Walk the extra mile and suggest solutions to improve business process

12. Pre-Sales to the ‘Rescue’ Lack of attention paid in Presales arena contributes to 39.6% of project failure (typically IT) A well documented PROPOSAL would address these issues and mitigation aspects Source : THE STANDISH GROUP REPORT

13. Certifications

14. APMP – Association of Proposal Management Professionals World’s first Professional Accreditation Program for proposal and bid management executives Target Audience – Executives/managers who are a part of proposal preparation Accreditation Levels - Foundation: AM.APMP, AF.APMP Basic knowledge of best practice - Practitioner: AP.APMP, APF.APMP Application of best practice - Professional: PPM.APMP, PPF.APMP Advocacy of best practice

15. APMP Accreditation Program

16. Career Path

17. A Variety of Options!!! Technology Architect Business Analyst Marketing

18. Thank You