Preface
It's the end of the year again, and the HR department will start to work again. Get some so-called games, get some so-called PIP, get some so-called performance appraisals, leave people, optimize optimization, and downgrade. This is the so-called inventory of human resources.
What is pre-sale? The pre-sale is to explain the technical plan, the pre-sale is to get the technical decision maker, the pre-sale is to become more reliable for the sales opportunity, but in fact, the pre-sale is a pit, hahaha
Rumors
1 Is it a pit before sale?
Pre-sales are proficient in technology. It is half a sales. It requires all kinds of words. It needs to sell the company’s products and services to all kinds of people. After the contract is signed, there is basically nothing before the sale. It’s all about the delivery team.
There are always various problems in cross-team collaboration. For example, in the process of sales, the product team did not give unimplemented functions or unmature functions to pre-sales, and finally pre-sales became flickering; for example, When explaining the technical plan, the delivery team did not deposit some of the original experience into the solution, so the relevant risks were not explained in advance before the sale, so when it was delivered, it was a pit, because it did not meet expectations in the end.
So, whether pre-sales is a pit or not, in fact, depends on the entire cross-section collaboration, whether there is enough information to support the pre-sales to make a reasonable plan, a suitable plan, rather than a fake plan. If you feel that the pre-sale is a pit, see if the product manager is drawing the cake or the delivery team is bragging, we can do anything, as long as we pay. . .
As a professional pre-sales company, we choose customers. There is not much value. It is not a high-quality customer. Even if you give money, it is just a business, just a tool man, just wind and snow, choose one Customers are not just looking at profits.
As a functional management department of a company, PMO is mainly used to manage projects. They mainly care about risks, costs, profits, and whether they can make money. The whole thing is that they are most concerned about whether they can be delivered on time and in quantity. In fact, they don’t care. , They only need to say to the delivery department that you can, and that's fine. When something goes wrong, just hold the delivery department accountable.
Cross-departmental collaboration is difficult, especially when the goals of each department or the so-called KPIs are inconsistent. The final result is: personally sweeping the door, who cares for others. However, you can say that this is a kind of competition or internal friction, or it can be regarded as survival of the fittest. After all, it is still difficult to change a digital culture. So the question is what kind of HR can come up with the elimination mechanism of internal friction, which not only intensifies internal struggles, but also affects the entire market environment.
The consequence is nothing more than that when the blame is held, everyone is completely clean, looking for someone who is uncomfortable, uncomfortable, and uncomfortable.
2 Sales process
In each company, in each business line, the pre-sales resources are actually so small, how many sales are supported by several pre-sales, and sales live for business opportunities. When there are few business opportunities, will the pre-sales support? Are all resources leaned to people with more business opportunities, and the end result is that the older the sales time, the more moist they will live, while the newcomers will find it difficult to survive and give newcomers more opportunities? Give the newcomer some time? Impossible, because the most important thing at the moment is to live.
The above is a general sales process. The overall goal is to sell the company's products and services, and then get the money back. There are many risks in this link. We mainly look at some things done before sales.
In fact, the overall process is similar to our job hunting process. We need to conduct market analysis to see our own skills, how big the market is, and whether the market is in urgent need. When we find the corresponding business opportunities, we can be recommended by friends. , Or you can go directly to various job search websites, find the corresponding company, that is, the customer, look at the general requirements, then meet your own needs, and then see what the specific requirements are and what is the company’s budget for recruiting a person , Approximate scope of duties and abilities, and approximately how long it takes to work, then interviews can be conducted.
In fact, interviews are basically pre-sales things. You need to show your technical prowess to convince the interviewer. This may be a one-sided fate, that is, to get the technical decision-maker, then there will be two sides, that is, return. To get a business decision-maker, this may require a director interview or something, and then look at your soft skills, your communication skills, your leadership, your influence, that is, the business value you can bring to customers is What, you can make a rough estimate of the ROI return on investment. When you get the two sides, then you have reached the bidding stage. The whole time, you have to quote, and you need to see how much you will hire next , How much is appropriate to the report, how much your peers give, whether there are special core competitiveness, and then conduct business negotiations with HR, the whole time, HR or the procurement department is actually very proficient, they know how to maximize the reduction for the company Cost, like comparing prices between three companies, or not letting you know what the budget is. During the whole time, you will find that many people may be hired upside down. For the same reason, when the contract is signed, the contract is signed, and then you are hired. Then there is the trial period, which is the official start of your delivery work. During the whole time, the quality of your delivery, the value you bring, and whether you are bragging in the trial stage before the sale, the final result is the acceptance or the trial period. If the quality is good, then you can get the money. If you do the same as promised, then you will have a good performance. Otherwise, HR will come forward, give you PIP, and give you the last elimination , Or not give you acceptance. . . . Interviews and sales are the same thing.
White prostitution plan, whether it is during the interview or pre-sales, this will happen. Just like many companies, they obviously don’t hire people, and then put up a position, you go to the interview, let you explain your experience in detail, and talk about it. The indicators for each step and related pits, and the pre-sales are also the same. They will let you come up with a technical plan, what is the overall process, what needs to be paid attention to, where are the difficulties, and finally. . . They will not find you, find someone else or do it themselves, or give your plan to others and let others do it. . . It can only be said that there is no core competitiveness and no barriers to competition. It is a bit difficult. You can say that you have a plan, but others can also come up with it. It may be better. The hard work will be fruitless in the end. . . . It depends on your judgment. Just like when you go to an interview, you can tell at a glance that this person is for nothing, then you can stop the loss in time.
Taking a form, bid rigging, bid control, and collusion is actually meaningless, just like you go to an interview, you know the CEO of a certain company, and then you talk directly, and then you pretend to be interviewed, pretend to go Let HR negotiate and then enter. This kind of nepotism is also very common, and when bidding, this is the same principle. You know the customer’s CEO, the customer has agreed, and then you win the bid. How simple. . . The water is very deep, so it is better to say less for fear of flooding.
Business negotiation, price cutting, often encountered in interviews, HR always said, we are a top 500 company, after coming, you can greatly improve your technical skills, your communication skills, and in the future may be There is equity or something, and in business negotiations, customers always say that we are a well-known company. Look at a large number of cooperation with us. We are top customers in this industry. You can do more for us in the future. Introduce customers to you. . . Hey, painted cakes are all like this. . . The best way to deal with this is that our prices are transparent. We do this to bring value. You recognize the value and why you bargain. This cooperation is beneficial to both of us. Why do we want to reduce the price? It’s free What kind of technical support is provided for you, but this also costs costs, and it is also a sincere cooperation, so it is. . . Negotiation is a psychological tactic, and when facing HR, if you have a lot of business opportunities or offers, then you can definitely negotiate strongly, and when you are eager for success, you will be in trouble.
Qualifications are also very important. Just like in an interview, your resume, your time of job change, your age, in the same way, in the sales process, the size of your company, the number of people in your company, and the same types of projects you have done. The process of your team, these are all parts of the assessment, like many companies, at 35 years old, PASS, this is the invisible condition, and there is discrimination against women, like many tenders, which require various certificates , All kinds of qualifications can reach the entry threshold, otherwise there is no opportunity for interview.
There is a part of the interview called stress test, but it is recommended that most of these companies can not go, but if the real awareness of you is improved, you can still consider it, just like the technical Q&A in the sales process , Customers will ask very detailed things, you can understand it as a challenge, or you can understand it as the customer does not understand. After passing, it will naturally be smoother, but if it fails, it is either a pass or a candidate.
3 What can be done before sale
In the entire sales process, many things can be done before the sale is limited, because it depends on the specific scenario.
If the customer is of that kind of business relationship, it may not have much to do with pre-sales, because no matter what kind of technical solution is a general solution, it is ok, if not, it can still play a small role.
In the demand stage, at this time, you can talk about the needs in depth before the sales, just like talking in the interview. Why should you recruit this person? Is it because of special needs or general needs? What is the general background? What is the motivation of the event, whether it is urgent, and how much money it will cost to do it. Find the real pain points of the customer from the general background. Just like in an interview, you have to gain insight into the motivation behind their recruitment. It was because the company was founded, and there is no such talent? It is still internal disputes that lead to the loss of personnel. For different reasons, we need to look at the corresponding demand in detail, and then see whether the demand can be met and whether the product and service are perfectly matched.
In the technical plan stage, we provide relevant technical solutions, from background, to design, to planning, to each step, plan out all the values, and then give some cases by the way to convince technical decision-makers. We have done a lot of these. , There is a lot of experience that can be copied to enter the list of preferred personnel and find technical supporters. It is like the first stage of an interview. The feedback to HR says that I want this person, no matter the price, or the feedback says, generally If you look at other candidates, they are almost the same, there is nothing particularly outstanding.
During the business negotiation stage, evaluate the solutions and quotations of friends and judge their own possibilities. In fact, the sales process from beginning to end will judge the reliability of the customer. Just like an interview, it will always be on one side and before the final contract. See how reliable this company is. . . Be careful of shop bullying.
In the process, pre-sales also has a role to make suggestions and provide sales-related information and clues from a technical perspective, so as to make the whole process smoother. However, this is related to sales. Some sales like to do it by themselves. Asynchronous, it makes pre-sales look like a fool, so this method also takes different measures depending on the type of sales.
Find the right person, talk about the right topic, and reach a win-win situation.
If you lose it, you lose it, but it's not a big deal. . . In the cold winter, keep a natural heart, and the wind will come naturally.
Many words have different meanings in different scenes, so depending on scenes, scenes, scenes, general schemes are meaningless and not interesting.