Presales Resume

Document Sample
Presales Resume Powered By Docstoc
					  The role and value of the
  pre-sales person in the
  sales cycle


Javier Naranjo
IT Senior Project Manager Consultant
December 2006




http://www.xtatica.com/javiernaranjo
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
  customer's perspective.
− 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
  product.
                                                                                       Whatis.com

Friday, 01 July 2011   The role and value of the pre sales person in the sales cycle                2
Sales role?
− 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
  BUSINESS.
Friday, 01 July 2011   The role and value of the pre sales person in the sales cycle   3
Pre-Sales role?
− The Pre-Sales Engineer works with the sales team in a
  pre-sales role to develop and position solutions involving
  products.
− 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.
Friday, 01 July 2011   The role and value of the pre sales person in the sales cycle   4
Pre-Sales value?
− During the qualifying process, confirm that products
  meet the prospect's requirements and assist sales in
  technical qualification. This is critical for the customer
  satisfaction.
− 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
  and RFPs.
Friday, 01 July 2011   The role and value of the pre sales person in the sales cycle   5
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
  solution.
− Customer must know which necessities will be satisfied
  with the tool or solution and what can be asked on the
  delivery.
Friday, 01 July 2011   The role and value of the pre sales person in the sales cycle   6
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
  the business.

Friday, 01 July 2011   The role and value of the pre sales person in the sales cycle   7
 How does it work?
                                                                                                CUSTOMER
                                          •Sales Rep is in constant contact with
                                          customer.
                                          •Knowing the customer calendar and
                                          agenda.
                                          •Attending RFP and getting perception of
    SALES REP.                            any need that the product might satisfy.

              Close contact
              between sales
              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.
                               PRESALES
                                                               •Offering trust to the customer and
  PM on Delivery                                               showing why the tool is the best for the
                                                               customer necessities
    Friday, 01 July 2011       The role and value of the pre sales person in the sales cycle               8

				
DOCUMENT INFO
Shared By:
Categories:
Stats:
views:31
posted:7/2/2011
language:English
pages:8
Description: Presales Resume document sample