Technical Pre-Sale Step By Step: Complete Course
 

Principles and procedures to become an expert pre-sales consultant from scratch
What you'll learn
Presales consultant
Complete structure of a winning bid
Development and analysis of economic offers
Key concepts: RACI matrix, RFP, RFI, MoSCoW method, ...
Requirements
No sales or technical experience required
Description
Learn about the complete cycle of technological sales and pre-sales, the role played by a pre-sales consultant, strategy and dialogue with the different actors involved in a sale: delivery teams, sales team, stakeholders and clients.During the course we will see all the points necessary to know the elements of a winning offer, from the introduction and presentation, through the necessary sections of technological description and architecture, to the budget creation model based on human costs, material costs (infrastructure, licenses, offices) and commercial margins.Learn to be one of the most sought-after profiles in the technological market. The pre-sales profile is a key role within any large organization, since its role involves communication with the client, to understand their problems, and is capable of offering a technological solution based on the capabilities and knowledge of the company's specialized teams.Who is this course for?For those who have made their professional career in the technical field and want to take a step towards the sales processFor sales executives who need to understand the more practical aspects of how to obtain an offer that meets the clients' requirementsExpert consultants who want to expand their knowledge in the management and preparation of service offers and commitment to the client
Overview
Section 1: Introduction
Lecture 1 Presentation and purpose of the course
Lecture 2 Demand for IT pre-sales profiles in the Spanish and international markets. 1
Lecture 3 Demand for IT pre-sales profiles in the Spanish and international markets. 2
Section 2: What is a pre-sales consultant?
Lecture 4 What is a pre-sales consultant?. 1
Lecture 5 What is a pre-sales consultant?. 2
Lecture 6 What is a pre-sales consultant?. 3
Lecture 7 Real example - CPQ. 1
Lecture 8 Real example - CPQ. 2
Lecture 9 Real example - CPQ. 3
Lecture 10 What is NOT a pre-sales consultant?. 1
Lecture 11 What is NOT a pre-sales consultant?. 2
Lecture 12 Skills, training and experience needed to be a good presale agent. 1
Lecture 13 Skills, training and experience needed to be a good presale agent. 2
Lecture 14 Skills, training and experience needed to be a good presale agent. 3
Lecture 15 Skills, training and experience needed to be a good presale agent. 4
Lecture 16 Knowledge test
Section 3: Complete cycle of a sales process
Lecture 17 Theory: High-level diagram of a sales process. Information flow
Lecture 18 Theory: Types of requests: RFI, RFQ and RFP
Lecture 19 RFI, RFQ & RFP requests
Lecture 20 Roles and responsibilities
Lecture 21 RACI matrix
Lecture 22 A.Flow of a pre-sale
Lecture 23 B.Flow of a pre-sale
Lecture 24 Theory: Good practices in pre-sales
Lecture 25 Good practices in pre-sales
Section 4: Main areas of focus
Lecture 26 Theory: Description of the main areas of focus
Lecture 27 Description of the main focus areas
Lecture 28 Pre-sale supervision and management
Lecture 29 Execution and pre-sale opportunity
Lecture 30 A. Automation of DEMOS
Lecture 31 B. Automation of DEMOS
Lecture 32 Knowledge management
Lecture 33 Data management and presentation
Section 5: Preparing an offer
Lecture 34 Introduction, description, versioning and actors
Lecture 35 MoSCow Method
Lecture 36 Scope of an offer and Out of scope
Lecture 37 Functional and technical description of the proposed solution
Lecture 38 Working methodology
Lecture 39 Contract duration, planning, transition, training and extensions
Lecture 40 Service Level Agreements (SLAs) and Penalties
Lecture 41 Execution of the contract - place of performance, etc.
Lecture 42 Preparation of economic proposal
Lecture 43 Envelopes for presentation in tenders
Section 6: How bids are scored: Award criteria
Lecture 44 Criteria based on value judgment
Lecture 45 Criteria assessed by formula
Lecture 46 Reckless descent, contract assignment, subcontracting, confidentiality, ...
Section 7: Annexes
Lecture 47 Critical Thinking. Plummer Systems
Lecture 48 The Pareto rule for productivity
Specialist technicians who want to move to the purchasing departments or salespeople who want to specialize in technical issues