Publisher's Synopsis
Are you tired of your presales function underperforming? Are you failing to meet your sales targets, and your proposals don't get the customer into buying action? Many organizations' initial problem is that team members aren't treated like disciplined and skilled professionals. The processes aren't defined, meaningful measurements often don't exist, and the solution team members are not trained or experienced in the opportunity lifecycle and solutioning disciplines. This lack of investment in building highly skilled pre-sales teams results in sub-optimized win rates and revenue.
Your presales team may be doing OK-they may even be on par with the industry average-but you want to drive higher-quality deals and achieve unprecedented results. Great presales team members don't just happen by accident. You must look for and develop the skills needed to master the solutioning process and build winning proposals. This book explores how you can supercharge your presales function and ultimately win your unfair share of business.Explore the reasons why most presales functions fail to live up to expectations. Discover the characteristics that identify the Ultimate Solutioneer and the four behaviors that every great presales team member demonstrates. Understand your sales partners and how to recognize where they are coming from. Learn about the forgotten buyers that many companies fail to engage in the sales process and how to speak their language. Spend time learning how to conduct effective solution discovery and develop winning proposals. No discussion about presales would be complete without the role of negotiation in the presales toolbox. Finally, understand the right metrics to measure that inspire action rather than information overload.
