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Pre-sales

Mastering the Art of Process Audit Preparation: A Pre-Sales Perspective

I’m often called upon to conduct onsite process audits as a part of the pre-sales procedure. At times, driven by enthusiasm, a Business Development Manager might schedule the audit without the essential groundwork being laid. Allow me to share my favoured approach to preparing for a process audit. Initial Discovery Meeting: I prefer organising an… Read More »Mastering the Art of Process Audit Preparation: A Pre-Sales Perspective

Comparing Like with Like: Navigating Complex Solution Assessments

Navigating the landscape of complex solutions presents an often daunting challenge for potential customers who seek to make direct comparisons between different offerings. How do you assist them in making an equitable evaluation? Recently, I’ve been dedicating time to competitive analyses, comparing our toolset with alternative options in the market. While I don’t have direct… Read More »Comparing Like with Like: Navigating Complex Solution Assessments

Leveraging LinkedIn Insights: How the SIPOC Framework Saved My Meeting

LinkedIn serves as an invaluable learning resource. Recently, I received an invitation to a meeting organised by the BDM titled “Helicopter view of X process.” Given that I was needed to facilitate this meeting, I found myself stumped. The objectives were unclear, and I had no way to prepare due to this ambiguity. I reached… Read More »Leveraging LinkedIn Insights: How the SIPOC Framework Saved My Meeting

Deciphering the Business Influencer World: Finding Your Right Fit Amidst the Noise

Just because a business influencer appears to have a positive following doesn’t necessarily mean their message is right for you. The business world is becoming as filled with influencers as the rest of social media. This presents business content consumers with many of the same problems social consumers face. Questions arise like: Who should I… Read More »Deciphering the Business Influencer World: Finding Your Right Fit Amidst the Noise

Building Strong Business Cases: The Power of Effective Questioning in Sales

Recently, I’ve been giving serious thought to the process of building a business case. I’ve found myself following a diverse range of sales and pre-sales leaders on LinkedIn, keen to absorb their best practices and ideas. A frequent point of interest is the significance of structuring the sales process, and having effective, timely questions prepared.… Read More »Building Strong Business Cases: The Power of Effective Questioning in Sales

Enhancing Discovery: Improving Questions, Outcomes, and Meetings

I’ve recently been following many pre-sales leaders on LinkedIn, which has sparked some thoughts about our discovery process, including the questions we ask and the desired outcomes. It’s a bit challenging because there isn’t a one-size-fits-all approach, and what happens before the discovery phase can impact our decisions within it. We need to carefully consider… Read More »Enhancing Discovery: Improving Questions, Outcomes, and Meetings

From Firefighting to Foresight: Navigating the Paradox of Efficiency in the Finance Department

I recently came across this quote in a Sage advert: “I went from finance fire-fighter to financial foresight-er.” Sage LinkedIn Post It got me thinking about all the times I’ve worked with a stressed-out Finance department and how they’re often crying out for help but with seemingly no time to help themselves. A story as… Read More »From Firefighting to Foresight: Navigating the Paradox of Efficiency in the Finance Department

The Dynamic World of Pre-Sales: Embracing Variety, Challenges, and the Art of Balancing Multiple Projects

One aspect of working in pre-sales that I enjoy is the constant variation in tasks and the opportunity to engage with diverse clients. In my role, I find myself immersed in a wide range of activities, including: The ever-evolving nature of my responsibilities ensures that monotony remains at bay. However, it’s important to note that… Read More »The Dynamic World of Pre-Sales: Embracing Variety, Challenges, and the Art of Balancing Multiple Projects