The role and value of the
pre-sales person in the
IT Senior Project Manager Consultant
What is Sales Cycle?
− The sales cycle is the sequence of phases that a typical
customer goes through when deciding to buy something.
− As a rule, the sales cycle is described from the
− The first phase of the sales cycle may be either the
customer's perception of a product, or a perception of a
need that the product might satisfy.
− The following steps include research and evaluation; the
last step is the customer's decision to purchase the
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− Account Manager Representatives should have close
contact with well known customers in order to catch
perception of a need that can be satisfied.
− Also must look for new deals and new customers that
can be new business targets.
− Must try to satisfy every RFP (Request for Proposal)
from the business customers.
− To do it right representatives must be in constant contact
with the Pre-Sales Engineer to be sure that every point
requested by the customer can be satisfied.
− CUSTOMER SATISFACTION IS IMPORTANT FOR
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− The Pre-Sales Engineer works with the sales team in a
pre-sales role to develop and position solutions involving
− Presentations and conference call discussions are a
critical part of this position.
− The primary role of the PE is to assist the account
representatives in all technical aspects of the sales
cycle, including technology and product presentations,
demonstrations, product evaluations, as well as
analysis, determination and sizing of final configuration.
− The PE also plays an important role in establishing,
developing and maintaining the technical relationship to
the customer, in close concert with the account rep.
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− During the qualifying process, confirm that products
meet the prospect's requirements and assist sales in
technical qualification. This is critical for the customer
− Throughout the proposal process, articulate and
demonstrate solutions, influence customer's technical
requirements, and position products relative to
competition. Focus the strong point of the business tools
against other tools in the market.
− Activities resume: customer calls, presentations,
technical discussions and demonstrations, managing the
software evaluation process, working together with sales
to develop the technical relationship with the customer
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Pre-Sales = Technical Face
− Pre-Sales Engineer shows the technical face of the
business to the customer.
− Trust is the most important thing that Pre-Sales
Engineer should show to the customer. PE can clarify all
the technical issue and possibilities of the software
solution to the customer.
− PE shows the final end to the customer, so being direct
and clear is very important. Final decision will be made
facing the trust that the PE is showing on the tool or
− Customer must know which necessities will be satisfied
with the tool or solution and what can be asked on the
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Where does PE ends?
− As Sales Rep is main contact to the customer, PE
should be in close contact with the Sales Rep, but also,
if possible, should have contact with the Project
Manager in the delivery to guaranty that customer will
get what he bought.
− Is critical to specify the right skills of the tools that are
sold to the customers in order to avoid confusions on the
delivery. This kind of confusions may affect the customer
satisfaction. And this is just what PE cannot allow.
− It is important not to think only about the current deal,
but also in future deals that can be guaranteed, if
customer is satisfied with every delivery or contact with
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How does it work?
•Sales Rep is in constant contact with
•Knowing the customer calendar and
•Attending RFP and getting perception of
SALES REP. any need that the product might satisfy.
and pre-sales •Show what we really have, how the
software is and how it works. Putting it
out of the box for the customer.
Close contact with the
delivery guaranties customer •Articulate and demonstrate solutions,
satisfaction and success in influence customer's technical
future deals. requirements, and position products
relative to competition.
•Offering trust to the customer and
PM on Delivery showing why the tool is the best for the
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