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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