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Presales is a process or a set of activities normally carried out before a customer is acquired, though sometimes presales also extends into the period the product or service is delivered to the customer. In a typical sales cycle the stages are
1. Contact
2. Lead / Suspect
3. Prospect / Opportunity
4. Customer
The task of a presales person starts from the initial contact phase and often ends once the customer is acquired i.e. sale is made. In some cases, presales also provides some initial or transitional support post sale.
The responsibilities differ from organization to organization but in general include
1. Lead Generation using various interaction methods
2. Lead Followup
3. Solution Preparation/Proposal based on Customers Requirements
4. Product Demonstrations
5. Proof of Concept Creation
6. Creation of Marketing Documents
7. ... and any other activity required to generate business
The Software Industry and IT Services Industry provide a vital and significant role for presales professionals. The role of presales falls right in the middle marrying the customer needs to the (provider) company's services or products. This role is especially crucial in these industries because the products and services are often heavily customizable and also because the requirements of different customers are often unique. The presales professional thus understands what the customer needs, develops an initial view of the solution the customer needs, then tailors the product or service of his company to meet what the customer needs, explains (or helps sell) this solution to the customer, helps close the deal or sale and often stays on to ensure that the delivery team or product specialists that follow him provide the intended solution.
External links
- The Association of Proposal Management Professionals
- Microsoft Tips on Proposal Making
- Big Basics Presentation on Proposal Making for Government Contracts
- A good definition of an Executive Summary
- [www.presaleswiki.com/index.php?title=How_To_Write_a_Winning_Proposal How to write a winning proposal]
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