Empower your engineering team with sales process analysis for Engineering

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hi there I'm Prescott Finn I specialize in developing custom solutions related to enterprise software and IT training right now in March of 2019 I'm on the job hunt looking for a position in pre-sales but what is pre-sales technology companies will generally have developers or engineers who build the product be it hardware or software or software as a service and then over here you have the sales team who find buyers of whatever the developers are building they're going to building the relationships that really digging in to understand the customer problems to finding the clients pain points and then packaging a solution to that problem and after a lot of back and forth and persuasion and negotiation BAM they close the sale and in a world of nearly identical customers with all virtually the same problems that's all you would need the sales team in the engineers but cookie cutter solutions don't give the competitive edge because companies stay in business by differentiating themselves so each customer is going to have highly specific needs when it comes to the technology that keeps them chugging along and that's where pre-sales comes in people in this role go buy a number of titles sometimes they're called a sales engineer or a solutions engineer or a solution architect this person ties it all together to make sure that whatever the client eventually buys is going to actually solve the problems they're experiencing and it's going to do so in a way that fits in seamlessly with the way they do business and that's no easy task because it means knowing the right questions to ask understanding the industry well enough and the technology well enough to make meaning of everything that comes up in the process of discovery and that means meeting with the client to understand how they do business what's working well what's missing where where the bottlenecks in this process a hundred other questions in order to get a clear view of the way the client operates what technologies they're using and then when your offerings can be of the most help to the client their review internal documents and training materials to understand the company's internal processes as they are documented they do one-on-ones to have employees throughout the organization walk them through how they currently get their job done and this is interesting because it can shed some light on workarounds to problems which any formal process document documentation isn't addressing and then they distill all of this into a set of customer requirements which address the problems that the customer is facing and can be solved by whatever technologies the sales team is selling they build demos sometimes life but often using some mock-ups to show the client how the technology can be tailored to meet their unique needs and to answer the clients questions along the way and if all goes as it should the demo will help the client really feel the value of that the end product will bring so that the sales team can close the sale and everyone is better off as a result and that's where I fit in I spent the last three years contracting with the company which does implementation and customization of SugarCRM a popular customer relationship management system so things like collecting requirements building and running demos fielding questions occasionally doing a little training sometimes doing some troubleshooting really anything necessary to set the sales team up to close and to make sure that the clients get a sound solid solution to whatever their technology related issues are that's where I do my best work and that's what I can bring to your organization I'm using this channel to post videos which highlight the work that I do and will hopefully be useful to those interested in pre-sales and enterprise software as well if you're looking for someone with my set of skills I encourage you to reach out you can find me on LinkedIn at linkedin.com slash I n slash Prescott fin or on Twitter at Prescott fin or via my website Prescott fin comm slash demo as well thanks so much for watching