The role and value of the pre-sales person in the sales cycle

1. 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

2. 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 The role and value of the pre sales person in the sales cycle

3. 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. The role and value of the pre sales person in the sales cycle

4. 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. The role and value of the pre sales person in the sales cycle

5. 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. The role and value of the pre sales person in the sales cycle

6. 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. The role and value of the pre sales person in the sales cycle

7. 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. The role and value of the pre sales person in the sales cycle

8. CUSTOMER SALES REP. Close contact between sales and pre-sales Close contact with the delivery guaranties customer satisfaction and success in future deals. PRESALES PM on Delivery How does it work? • Sales Rep is in constant contact with customer. • Knowing the customer calendar and agenda. • Attending RFP and getting perception of any need that the product might satisfy. • Show what we really have, how the software is and how it works. Putting it out of the box for the customer. • Articulate and demonstrate solutions, influence customer's technical requirements, and position products relative to competition. • Offering trust to the customer and showing why the tool is the best for the customer necessities The role and value of the pre sales person in the sales cycle