Opportunity Qualification

Every organization would like to pursue opportunities in line with their business strategy AND the ones where they have the best chance to win. Remember the capacity of the Pre Sales team is fixed so pursuing all opportunities will lead to tremendous stress on the system and losses too. Read Full Post

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Pre Sales Conundrum

The Sales process between B2B organizations is complex. Every successful sale involves continuous engagement and deep involvement of solutions and servicing teams to ‘handhold’ the client. Teams which are closely involved in the ‘making of the promise’ (ak a Pre Sales cycle) and then further involved in the ‘delivery of the promise’ tend to come out with successful engagements. Read Full Post

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