Pre-Sales Notes

My job as a presales rep is to:

1 Listen > listen to the customer to gain an understanding of their business touchpoints and/or help customer understand their business needs.

2. Understand > gain context around customer preferences and behaviors > understand OPPORTUNITY: where are improvements needed? what solution is a good fit for them?

3. ACT > test your understanding by acting on your insights in the moment. am I correct in my interpretation of their message?

4. Develop a budget that will make sense to customer fiscally. Requires strong communication skills: a delicate, sensible appoach. Big value here from technical pre-sales rep.

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There are those in the industry with self-interest in selling that makes the sale “faster”.

That is exactly the wrong way to go. need to slow down, be more thoughtful and accurately recommend best solution for customer.

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**** Build powerful partnerships. They amplify the value of your ecosystem.