The balance between pre-sales and sales
It is well known the importance of a pre-sales team in a technology and IT services business… Through the pre-sales the solution is generally shaped and the main high-level requirements are set and identified. But at the same time, it is through sales team the projects are opened! The sales cannot do the job of a pre-sales, while the pre-sales has to be with the sales team to be able to do his job. It is an important state of balance in a team… If this balance is disrupted, problems will happen.
When the pre-sales design the solution and the technical team then takes the initiative, they have to be aware of what to do. In some organizations, the team is small to a point where a technical engineer can do pre-sales job. With this situation, it becomes even harder to maintain the state … Read the rest “When the Sales Team Acts as Pre-Sales”