For full presales operation, the following roles must be performed:
Business analyst . This is a specialist who can form an idea of the client's business/production, identify its needs and formulate a company proposal to solve the buyer's problems.
Tech Lead . This is an employee who will be able to formulate the specifics of the technical implementation of the proposal and determine what personnel and tools will be needed for this.
Project manager . An employee who coordinates accurate mobile phone number list the work of the entire team and conducts a dialogue with the client.
Sales specialist . Often, when forming a team, the question arises: pre-sales engineer - who is it and what does he do? This is the employee who directly contacts the buyer and presents the company's offer in a favorable light. At the same time, the client perceives such an employee as a representative of the enterprise. The engineer simultaneously identifies the customer's requirements for the project and conveys them to production. Thanks to such an employee, the company's offer is presented to the client from a favorable side.
Presale tools
All presales tools can be divided into four categories:
Account mapping tools – presales. Aimed at solving the issue of communications with the client's representatives. It is unlikely that the director himself will come to a meeting on the conclusion of a contract. The sponsor, the decision maker, and the stakeholder will all participate in this process. Account mapping allows you to analyze the internal processes of the customer's enterprise and find out how decisions are made. Primary account mapping is done by marketers and lead generators, then the sales specialist should find out everything finally.
Presale tools
Presale tools
The use of such a tool is relevant for large companies. Analysis of the internal processes of the customer's enterprise allows you to find out with which of its employees to discuss the implementation of technical issues, who is responsible for financing the project, etc. For small and medium-sized businesses, such activity does not make much sense, because in most cases the consumer makes the decision to buy himself.
Customer identification tools or, in other words, ABC analysis and prequalification tools. Sales can be concentrated on different categories or on a specific one.
Templates and tools for drafting a project scope statement. The main task of the entire pre-sales team. It is necessary to identify the volume of products to be sold, delivery dates and project boundaries. This data is very important for drafting a proposal.
Data visualization tools. This includes both developing a presentation and creating structural diagrams based on the results of the analysis. Data visualization increases the client’s trust, as it is a clear representation of what they will be able to receive when concluding a contract.
Team composition
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