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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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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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