Idea Details: How

Defining the Engagement Process

Pre-and Post-Sales

You need to define the effort required and requirements before the sale (pre-sales) and required in support of a sale (post-sales).

PRE-SALES

The effort required to make the sale involves:

• Discuss the customer needs, requirements, questions, and address their objections.
• Develop client-specific solution overview and technical sales pitch decks for special needs.
• Demo: This demo may be generic or may need customization to better meet the requirements of the customer or segment. The goal of the demo is to inspire confidence in the solution by demonstrating you have “already helped someone like them with something like their needs before.”

POST SALES

The technical effort required after the sale includes:

• Addressing follow-on customer concerns and questions about the solution or implementation.
• Furnish training to increase awareness of the solution being implemented and user readiness.
• Providing a technical demo for more customized implementations for the customer.
• Following up with the customer to ensure implementation is on track and meeting expectations.