Burning the Midnight Oil

Pre Sales teams frequently have been burning the midnight oil. This approach has been taking its toll on both the organization as well as the individuals. Over a period of time the Pre Sales team loses effectiveness and the drive to Win besides of course the severe impact on the health of individuals. Professionals in the Pre Sales function have a responsibility to stand up and convince the organization stakeholders to provide them with more resources. Read Full Post

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Governance in Pre Sales

Pre Sales is increasingly becoming a Strategic function and like any Strategic function requires a good governance framework to ensure that the wheels are moving. Pre Sales governance needs framework of Collaboration, Enablement and Oversight to ensure that the business goals of this function is being met. Read Full Post

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Building Client Intelligence

The dictionary meaning of intelligence is “the capacity for understanding; ability to perceive and comprehend meaning”. In the context of Sales and the process of client acquisition, building intelligence of the client environment involves complexity, a dynamic environment and information which is both structured and unstructured. Read Full Post

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Who should be in Pre Sales ?

The evolution of the Pre Sales function especially in complex B2B organizations has acquired strategic importance. Organizations can longer afford to staff them with less than the ‘best and the brightest’. Organizations need to invest in this equally important function by staffing them with people with a winning attitude, ability to harness organization resources and a relentless client focus. Read Full Post

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