InsurTechSights - Insights on InsurTech

In part I  we understood what presales is. Now lets deal with knowing. Know yourself First of all, know what you know, and what you don't, what you are capable of and what not. Know your limits. This will allow you to pull in the right team to help you with different tasks to fill in the greater picture. Are you a great SME, but less so on the technical side, then make sure you onboard a technical person to help you. Is it a long pre-sales cycle (like in insurance and other verticals), get some project management skills on board. Are you great at creating presentations, but less at presenting, then get the right support, have someone else present. As a presales-lead you are building the creditability with the client, so you have to show that you know, know what you do, and know what you don't.  When standing in front an audience, or being asked questions over email, make sure this is something you know, and respond appropriately. Saying 'I don't know' or, 'let m

  Presales is one of the most crucial operations when selling a product or a service to a client. Many businesses underestimate the importance of presales and perform this poorly. Poor or bad presales can lead to losing a client or complications after what looks like a successful sale. In this blog, I am mainly relating to process of sales of software and related services, less to the sales of goods and physical products. The principles are valid and may be applied to other domains beyond software and related services, with some adaptations. The difference between presales and sales Presales and sales are two totally different things. Sales deals with deals. Once marketing gets leads and prospects, sales starts kicking in. The aim of sales is obtain the contract with the client, with the best possible commercial terms. Sales will use presales in order to reach its goal.  Presales is the professional side of the sales process. It is presales main task to convince the client that the pro