Pre sales - Essentials
After my years of sales experience it is evident that most qualified sales people should join presales, it is the final presentation stage in the revenue generation cycle, It the face of your company like a curriculum vitae, There should be a certain amount of nimbleness when it comes to presales. Before you submit your proposal you need to evaluate if you can deliver this product or service, and can you win this service and is it going to be profitable if you deliver this services.
You would need to work on story boarding the clients profile
by proving that there is a synergies between both the vision statements, It is
important for you to self-evaluate if you have any thought leadership team
which can advise on the functionalities, your awards which you received,
publishing your quality certifications plays a vital role in winning the bid.
Perform a SWOT analysis which will help you identify where your current position
is, It is important that there should be a show stopper, like if you cannot
deliver on time there would be stringent penalties, implementation schedule
that you would guarantee which cannot be met. Additional throw in’s also play a
vital role in winning a bid.
You would also need to show case your references from the
similar projects which have been executed, any testimonials which you have won,
biographies of key people who play a significant role in the execution of your
project, and finally it comes to presenting the document.
It has to be creative and very eye catchy, it should be
clear about the pricing, place your expertise, quality, culture fit and your
charging mechanism.
You could also look at my articles "is sales science or and art"? .
Happy Selling!
You could also look at my articles "is sales science or and art"? .
Happy Selling!
