This document outlines an agenda and objectives for a presales training workshop. The workshop aims to help presales teams understand their role in the sales process, engage clients through consultative conversations, effectively communicate benefits over just features, and follow up after sending information. The two-day agenda includes sessions on the presales process and function, proposal generation, submissions and post-submission activities. It will provide case studies, online evaluation and certificates of participation. The commercial details specify a batch size of 40, 16 hour duration, and USD 2000 fee per participant.
An enterprise failing to recognize the importance of Pre-sales in their Sales Force Automation workflow faces tough situations in terms of downfall or loss in business. Appropriate pre-sales activities help in capitalizing on the opportunities and handling leads correctly.
It is then imperative that pre-sales be an all important part of Sales Force Automation solutions, to make sure that the sales pipeline gets the much required kick-start and ensure that the Sales Force Automation Software remains complete and extensive
Read More At: http://www.mobilesalesforceautomation.net/blog/pre-sales-backbone-sales-force-automation-solutions/
The role of Presales in any technical and software organization has become more important over the last decade. Often called the “hidden half of the sale” or the “credible side of the sale”, a correctly set-up Presales group can significantly and positively increase your company’s revenue. Learn what Presales is, understand how it can help your organization and what you need in order to become a trusted Solution Consultant in the software industry.
An enterprise failing to recognize the importance of Pre-sales in their Sales Force Automation workflow faces tough situations in terms of downfall or loss in business. Appropriate pre-sales activities help in capitalizing on the opportunities and handling leads correctly.
It is then imperative that pre-sales be an all important part of Sales Force Automation solutions, to make sure that the sales pipeline gets the much required kick-start and ensure that the Sales Force Automation Software remains complete and extensive
Read More At: http://www.mobilesalesforceautomation.net/blog/pre-sales-backbone-sales-force-automation-solutions/
The role of Presales in any technical and software organization has become more important over the last decade. Often called the “hidden half of the sale” or the “credible side of the sale”, a correctly set-up Presales group can significantly and positively increase your company’s revenue. Learn what Presales is, understand how it can help your organization and what you need in order to become a trusted Solution Consultant in the software industry.
As per my experience in Business Analysis and Presales,this the process I identified for presales executive roles and responsibilities involved in the Prospect Initiation to Account Closure.
Doug Johnson breaks down the best presales practices to implement right away in a breakout session at the Acumatica Partner Summit 2015 in Long Beach, CA
Inquiry
Document Flow
Create a Quotation
Output of the Quotation Documentation
Creation of a Sales Order with Explicit Reference to the Quotation
Creation of a Sales Order without Explicit Reference to the Quotation
Output of the Sales Order Confirmation
Creation of the Quantity Contract Documentation
Creation of a Sales Order with Explicit Reference to the Contract
Creation of a Sales Order without Explicit Reference to the Contract
Output of the Contract..
Introduction to Presales Consulting and Proposal AuthoringSowmak Bardhan
I have made an effort to create a Book of Knowledge on Presales Consulting and Proposal Authoring and have provided a sample proposal documents for your understanding.
Hope this document will give some insights about this Presales Consulting Career and you would get some information or Knowledge which will help you to learn and crack interviews.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
Rahul Shrivastava from Cyient Ltd. will tell you: -
• How to know and target the right customer?
• How to put in efforts in the right areas to generate results?
• Knowing which audiences to focus on the most
Standardization in the Context of PLM and ERP Processes
Standard and purchased parts in NX, Teamcenter and SAP ERP environments
Test case on basis of implemented customer scenarios
As per my experience in Business Analysis and Presales,this the process I identified for presales executive roles and responsibilities involved in the Prospect Initiation to Account Closure.
Doug Johnson breaks down the best presales practices to implement right away in a breakout session at the Acumatica Partner Summit 2015 in Long Beach, CA
Inquiry
Document Flow
Create a Quotation
Output of the Quotation Documentation
Creation of a Sales Order with Explicit Reference to the Quotation
Creation of a Sales Order without Explicit Reference to the Quotation
Output of the Sales Order Confirmation
Creation of the Quantity Contract Documentation
Creation of a Sales Order with Explicit Reference to the Contract
Creation of a Sales Order without Explicit Reference to the Contract
Output of the Contract..
Introduction to Presales Consulting and Proposal AuthoringSowmak Bardhan
I have made an effort to create a Book of Knowledge on Presales Consulting and Proposal Authoring and have provided a sample proposal documents for your understanding.
Hope this document will give some insights about this Presales Consulting Career and you would get some information or Knowledge which will help you to learn and crack interviews.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
Rahul Shrivastava from Cyient Ltd. will tell you: -
• How to know and target the right customer?
• How to put in efforts in the right areas to generate results?
• Knowing which audiences to focus on the most
Standardization in the Context of PLM and ERP Processes
Standard and purchased parts in NX, Teamcenter and SAP ERP environments
Test case on basis of implemented customer scenarios
Teamcenter has been used in various industries especially in mechanical sectors. One can have a brief introduction on Teamcenter through this PPT. Comment, if you have any suggestions. Regards
What Is Your PLM Challenge - Manage configurable products and maintain produc...Dawn Collins
DES CASE Corporation shows how to efficiently manage a growing number of configurable products and maintain product integrity with SIemens Teamcenter. Mercury PLM Services walks through the successful implementation. Geometric Solutions Is your one stop shop for PLM solutions, training and support. Rave Computer is the company for your customized hardware and server needs.
Welcome to TenderSearch, Australia's largest privately owned tenders notification, bid management and fastest growing web based e-tender portal provider. Since 1984 TenderSearch ® has helped thousands of organisations achieve business growth with our unique intelligence services.
To follow the services of TenderSearch please visit http://www.tendersearch.com.au
Coping and Leading the Change Rapid and breathtaking technology advances are forcing radical changes in how IT delivers serviced, the Service Desk supports these services and the business utilizes these services. "If you don't like change, you'll like irrelevance even less" stated four-star US General (Ret.) Eric Shineski reflecting on the consequences of not embracing change. This session explores the impact of rapidly changing technology and business trends on the Service Desk strategy, structure, services, processes, tools and most importantly – the Service Desk professionals. In coping with this accelerated change, Service Desk leaders must take action now. McGarahan will share lessons learned from Service Desks who are incorporating practices in supporting mobility, social knowledge, multi-generational and cultural customers, virtual and cloud computing and the change in service level expectations. Please join Peter McGarahan he relates insights into:
• The urgent and undeniable need for Service Desk leaders to assess their current strategy, structure, services and skills against the current realities of business and technology advances.
• Recent game-changing developments, including virtual and cloud computing (hosted services and software solutions) mobile computing, strategic sourcing, and remote / virtual workers.
• The resulting impact in designing services with the customer top-of-mind, delivering resolution closest to the customer and knowledge at the ‘speed of conversation’ by integrating best practices with the tools, people, and existing processes.
WSNE Consulting Pvt.Ltd. is a IT Services Company having immense industry knowledge necessary to help you solve the most complex issues of your organization. We've been operating since 2010, and each year we have a bigger list of clients who keep coming back because they know we're the best at what we do.
Demonstrate the implications of new technologies through workshops to the students. Assessing infrastructure to identify opportunities for improvement in future IT Industry
Designing a customized plan to address global organization’s specific needs. Implementing market-leading solutions that help students to grow and thrive
Managing the complete functionality of the entire engagement throughout from workshop till admission.
1. Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
Improving Sales Performance with effective
Presales Function
An step towards business growth
2. Objectives of the Presales Training workshop
Pre sales teams are an invaluable part of any business. Managing that first initial enquiry or touch
point with the client carries a huge responsibility. If done well, it can lead to the best kind of business
partnerships. However, for many organizations these first interactions can be very process-driven and
transactional.
With a few simple structures, some new skills, and the human factor, you can make these initial
conversations more pro-active in uncovering opportunities for more business, which will then filter
through to teams further down the line
Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
• Understand their role in pre sales and how this relates to the sales
process.
• Engage their clients in relevant, value adding conversations. This
means skills and structures to support a consultative approach that
identifies the needs of the clients.
• Effectively communicate product benefits and not just product
features to clients.
• Effective ‘follow up’ after the information/contractual documents
are sent to confirm they were able to use them to get quotes.
• Understand the ‘bigger picture’ and the role they play in the
success of the wider business.
After the workshop, you team can -
Understanding Role within the Sales Process – Whether people
see themselves as sales people or not –have an obligation to offer
expertise to clients in a clear and persuasive way.
Improve Communication Skills – For impact and engagement with
Clients. Learn how to bring your words to life and create powerful
links to establish common ground and rapport.
How to sell your USP’s – What makes your organization great?
Special? Unique? Build a competitive and sustained advantage to
make winning more business simpler.
Improve Questioning Skills – Develop client engagement &
interest. The perfect way to uncover tangible and intangible need
This workshop enables your team -
3. Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
Session – 1 Presales process Introduction
• What is a presales function
• Need of Presales function
• Types of Proposals
• Contracts Types
• Technical Review
• Financial Review
• Proposal Submission
Session – 2 : Introduction to Presales and its need in the
organization
• Why presales in needed in addition to the sales function
• Unified communication across all stakeholders of the
proposal
• Skill needed to be a part of Presales Function
• Bridging the gap between sales and delivery function
• Techno-commercial aspect for any proposal
• Uniqueness of each proposal in solution proposition
Session – 3: Presales – pre checklist
• What is RFI, RFP, RFQ, MSA, LOE, LOI, SOW
• Shortlisting prospects align with organization vision
• Process of qualifying the lead
• Engagement Models – Offshore, Onsite-Offshore,
Captives
• Capability review to deliver the project
Day 1 - Agenda
4. Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
Session – 4 : Presales process Overview
• Proposal Generation Process
Pre-Proposal Stage
Proposal Preparation
Proposal Submission
Follow-up & Closure
• Technique to make effective and cohesive ToC
• Due Diligence & Team Formation
• Response Creation with right engagement models
• Reviews & Approvals
• Submission of proposal
• Post Submission analysis
Session – 5 : Submitting proposal and post submission
activities
• Understanding different faces or proposal
Legal-Contractual
Commercial
Technical
Marketing
Operational
• Mapping proposal to any project execution.
• Creating Knowledge base
• Case Studies Dumps and Generic Information
• Win-loss analysis
• Handling Customer Visits
Day 2 - Agenda
Session 6– Case Studies and Online Evaluation
• Case Studies
• Online Evaluation
• Certificates of Participation
• Closing Remarks
• Feedback
5. Past Activities
Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
Commercials
Sr. Details Descriptions
1 Batch Size 40
2. Duration 16 Hours
3. Fees for the Program USD 2000
• The cost of travel/stay is to be borne by the client for Client Premises Training
• Every participant shall carry his/her own laptop
• Certificate of Participation shall be given to each participant
6. Atul Joshi – Profile in Detail
ATUL JOSHI
Atul Joshi has around 20+ years of experience out of which 15
years in Presales function.
Being a Technical and have sales experience, he has gained
experience right from Order to Revenue. He has handled the
private as well as Government Contract bidding and is seasoned
person in presenting proposals in various modes.
Indus Core Education Foundation
101-D5, Rahul Park, Warje Pune MH India 411052
M: +91 772 001 9481 E : induscoreeducation@gmail.com
W : www.induseducationfoundation.org
Around 20+ years of Software Design, Development monitoring and tracking experience, Presales
functions, Project Management, Leading and mentoring technical teams, planning and tracking
multiple projects, pre-sales consulting, creating budget for projects, contract / SLA negotiations.
Being a serial entrepreneur, he gained the knowledge in various relationship management and also
understand the functioning of the organization right from HR, Finance, Administration, Sales and
Marketting
Experience is business domains like Aviation, Retail, Healthcare, Banking and Semiconductor.
Project leadership and management experience for various software lifecycles like product
development, maintenance, outsourced software services, ODC management Forming ODC (Offshore
Development Center) and ODC Team management and coordination
Strong experience in ISO and CMM framework based quality systems for software services.
Managed teams of size 150+ people with budget ranging between US$ 1 – 24 million per year. Team
includes architects, team leads, project managers and outsourced partners in various time zones.
Prime for product delivery responsibilities
Developed individual development plans for team members, hiring, project sizing and estimation,
setting up of development and test labs
Unique and rare professional with hands on knowledge and experience of the operating environment
in IT outsourcing
Experience in different engagement models such as Unit Of work, Ticket Based Pricing and Business
Value Articulations.Additional strength lies in his leadership skills, initiative, business process
understanding, coordination skills and software quality adherence skills
Experienced in startup, growth and turnaround situations
Professional Qualification
• Master of Technology (Electronics), Visveswaraya Regional College of Engineering, Nagpur, India (1995 –
1997) – Gold Medal at the University Level
• Bachelor of Engineering ( Electronics), S.G.G.S. College of Engineering, Nanded , Dr. B.A. Marathwada
University, Aurangabad, India (1991 – 1995) – 2nd Rank at University Level and Gold Medal at College
Linked In : http://www.linkedin.com/in/atulpj
Website : http://www.atuljoshi.co.in
Facebook: https://www.facebook.com/atul.joshi.37201901
Skype : indus.aviation
Twitter : @atul_indus
Social Media Présence