Presale Time

The Presale stage exists in any outsourced IT company. If you provide a customized solution for the client, if your sales cycle is more than a week, if in the process of selling you need to involve specialists to form a solution for the client and write a persuasive Proposal, then you have the Presale stage. It can be called differently in your company. 

We designed the course program based on the needs of managers who face all these tasks in their work. In our course you will get examples of Presale processes in companies of different sizes, scripts for writing a persuasive Proposal and skills for handling customer objections. And even if your company never calls it the Presale stage, you can always just use this knowledge to work with the customer. 

This course is designed for professionals who directly or indirectly participate in the Presale stage: Project Managers, Sales Managers, Bizdev Managers, Presale Coordinators, Delivery Managers, Solution Architects.

The presale process involves quality teamwork under tight deadlines. This is why it is important to look at how the work is done from a management perspective, in order to understand what results the PM expects from you, and how everything is interconnected. 

If you’re a Sales|Bizdev Manager, you’ll get an understanding of:

• How the PM and Sales Manager should interact.
• What results the PM and Delivery team expects from you.
• What principles of Presale organization exist in different companies.
• How to evaluate, plan and approve a project from a management point of view.

If you are a Delivery Manager|Solution Architect, you will learn: 

• How to help the manager in the technical evaluation phase and what results are expected of you.
• How to make sure that an infeasible project does not go to Delivery.
• What inputs do PMs and Sales Managers need to reason with customers.
• How a project is evaluated, planned and approved from the management’s point of view.

No, it won’t. The course is designed for Middle level professionals with two years or more experience. 

In the course, we look at all the challenges that a PM, or other professional, faces during the Presale phase. We’ll break down both the core process and the pitfalls that arise, and you can discuss your case situations and get guidance from our speakers. 

We’ve conducted over 50 interviews with Middle and Senior positions who face Presale every day, as well as recruiters who are hiring candidates for their respective positions, to create a program that best covers the needs of the marketplace.

This is often the practice in companies where there is no Presale Coordinator position, and the sales manager does the closing of the client, relying on the expertise of the Tech Lead. This option works well only on small or simple projects where there is no need to do Discovery, and you work according to “an off the beaten track”. But even there can be conflicting situations between the vision and terms of Delivery of Sales Manager and technician. You can become a facilitator of this process and a mediator for the client. 

A well-tuned Presale stage is an opportunity to avoid most of the risks before the contract is even signed.  

Unfortunately, this is not possible. The course program covers the entire Presale process. The lectures are interconnected, and the material in each lecture can refer to the knowledge gained from the previous lecture. In addition, the course includes homework, practice, and case work. Therefore, for maximum benefit, you should take the lectures in the order given.

Yes, you can by prior arrangement with the course organizers or through bank installments. The conditions for splitting payments are discussed individually for each case.