This article is essentially about approaching your day to day business activities with ethical core values. Fostering mutually beneficial relationships with customers based on honesty, integrity, respect and dedication will not only encourage short term success but also long term sustainable performance. This applies to any role in business. My first rule of business is:
- Always do what you say you will.
By adhering to this simple edict you will earn the trust of not only your customers but also your partners, managers and colleagues. Let’s expand on the following core values and see how they are relevant to your pre-sales activities:
Depending on the organisation or industry you work in, pre-sales can mean very different things. The main perspectives people hold when categorizing pre-sales as a role are generally polarized at opposing ends of a linear spectrum. At one end we have technical activity and at the other we have commercial. The technical-to-commercial spectrum is widely used as a frame of reference. Some organisations expect their pre-sales employees to be very technical with an ability to dig deep into code where necessary and others don’t require any hands on experience at all. In reality, the definition of the role is flexible and the expectation is that a pre-sales resource will fall somewhere in between.
My loose definition of Pre-Sales: Pre-sales provides the medium to bridge the gap that exists between a customer’s business needs and the functional capabilities of the products and solutions provided a supplier organisation.