3D Presales: A Critical A-Z Field Guide for Technology Presales Professionals

by Myra Mimlitsch-Gray, Geomotion Group Inc

Overview

Presales professionals selling technology solutions have a hard time finding the skills needed to develop their craft and close more business. The 3D Presales book is a collection of short stories and essays to help Presales professionals become better at what they do by investing as little as 5 to 15 minutes per day. Developed as a field guide to successful Presales skills, the book contains a Presales topic for each letter of the alphabet. Unlike monolithic books and other training resources, 3D Presales is designed to not take time away from selling. 3D Presales subjects can be read in any order and have been organized into skills tracks of Dynamic Sales, Precise Execution and Career Excellence – the 3 dimensions of Presales. 3D Presales is written by successful Presales professionals and managers who bring field-proven knowledge and experiences from the selling and demoing halls to readers via a convenient and easy-to-use reference guide. Topic covered include: - Audience - Business Value - Conversation - Discovery - Elevator Pitch - Fear - Goals - Hazard - Illustrate - Jack of All Trades, Master of Some - K2 Climbing - Less - Metaphor - Networking - Objections - Personal Experience - Qualify - RFx - Schedule - Trust - Unity - Venues - Who Cares? - Xanadu - Yaaaawn - Zensumer For Managers of Presales Teams Managers of technology Presales teams need a way to get their staff better at what it means to be a member of a Presales team. Challenged with little time and relatively few training resources, Presales team managers will find 3D Presales contains collections of short stories and essays that can be read and studied by investing as little as 5 to 15 minutes per day. Unlike monolithic books and other training resources, 3D Presales is designed to not take time away from selling. 3D Presales chapters can be read in any order. Specific chapters help Presales managers by providing easy to give prescriptions to Presales problems. At the end of the book, a Presales Manager’s Guide is provided best practices in implementing 3D Presales within a team.

Product Details

ISBN-13:	9781483567822
Publisher:	BookBaby
Publication date:	05/05/2016
Pages:	186
Product dimensions:	6.10(w) x 9.10(h) x 0.50(d)

About the Author

Presales has flowed through the veins of Dwayne DeSylvia for 20 years. Serving as both an individual contributor and Presales manager, Dwayne has executed Presales at companies ranging from small startups to industry-leading global corporations. Over the course of this career, he has delivered thousands of presentations and demonstrations to Fortune 500 companies, small and medium-sized enterprises, higher education and public sector organizations. Initially becoming a software developer after obtaining his B.S. in Aerospace Engineering, Dwayne's right brain creativity wouldn't be hampered and he and found a natural path into Presales. Dwayne has a passion to advance the Presales profession and share not just his successes, but also his cuts and bruises, with those aspiring to a Presales career. Dwayne and Bob have a unique relationship in that they have been each other's Presales manager and have both created and driven Presales success at multiple companies. Dwayne lives in Colorado where he enjoys the great outdoors. Bob Skowron has practiced the art and science of Presales for 15+ years with over 10 years in Presales management. Before becoming a Presales professional, Bob combined business and technology skills sets by implementing IBM mid-range solutions as a financial controller. His business and marketing background were complemented with software engineering and management information system positions. From being a self-taught coder, he became an educational consultant, a project manager and sold implementation services. It was at this time in the mid1990s when Bob met and began working with co-author Dwayne DeSylvia. Bob crossed over from post-sales projects to Presales roles when working at Baan, a large global ERP solution provider. After rising to a Presales executive at Baan, Bob left to join a number of startup companies and brought Presales techniques and success to companies who had newly developed software solutions. Bob worked in the field and demonstrated with success the techniques he was asking his teams to do. An avid skier and outdoor enthusiast, Bob lives in Colorado.

Table of Contents

About the Authors 1

Foreword 3

Introduction 7

Skills and Track Guide 17

Presalcs Field Book - A to Z 19

Audience 19

Business Value 27

Conversation 35

Discovery 41

Elevator Pitch 49

Fear 53

Goals 59

Hazard 65

Illustrate 69

Jack of All Trades, Master of Some 79

K2 Climbing 85

Less 89

Metaphor 95

Networking 99

Objections 105

Personal Experience 111

Qualify 115

RFx 121

Schedule 127

Trust 139

Unity 147

Venues 151

Who Cares? 161

Xanadu 165

Yaaaawti 169

Zensumer 173

Presales Manager's Guide 179