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Pre-Sales - ‘The Axle in Sales’
By Satesh Kumar. K
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Agenda
Pre-Sales Introduction Process Fit Importance in Sales
cycle Certifications Career Path
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Introduction
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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
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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
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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
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Pre-Sales Process Fit
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Pre Sales Role in Sales Funnel
Convert Prospects to Customers
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Pre-Sales Process
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Importance in Sales Cycle
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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
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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
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Certifications – Bid Process
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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
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Certifications - Specific
Specific to Area of Work
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Area of Work Pre Sales Certifications (Indicative)
Data Warehousing & Business Intelligence
• OBIEE• IBM Cognos
ERP • SAP ECC (other versions)• Oracle EBS
CRM Microsoft Dynamics
Testing • HP – QTP
IT Infrastructure HP Storage & NetworksCisco Networking, routers etc.
Domain specific certifications such as ACORD LOMA (Insurance), NCFM (Capital Markets) can also be considered
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Career Path
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Various Options!
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Thank You