1. Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
Improving Sales Performance with effective
Presales Function
An step towards business growth

2. Objectives of the Presales Training workshop
Pre sales teams are an invaluable part of any business. Managing that first initial enquiry or touch
point with the client carries a huge responsibility. If done well, it can lead to the best kind of business
partnerships. However, for many organizations these first interactions can be very process-driven and
transactional.
With a few simple structures, some new skills, and the human factor, you can make these initial
conversations more pro-active in uncovering opportunities for more business, which will then filter
through to teams further down the line
Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
• Understand their role in pre sales and how this relates to the sales
process.
• Engage their clients in relevant, value adding conversations. This
means skills and structures to support a consultative approach that
identifies the needs of the clients.
• Effectively communicate product benefits and not just product
features to clients.
• Effective ‘follow up’ after the information/contractual documents
are sent to confirm they were able to use them to get quotes.
• Understand the ‘bigger picture’ and the role they play in the
success of the wider business.
After the workshop, you team can -
Understanding Role within the Sales Process – Whether people
see themselves as sales people or not –have an obligation to offer
expertise to clients in a clear and persuasive way.
Improve Communication Skills – For impact and engagement with
Clients. Learn how to bring your words to life and create powerful
links to establish common ground and rapport.
How to sell your USP’s – What makes your organization great?
Special? Unique? Build a competitive and sustained advantage to
make winning more business simpler.
Improve Questioning Skills – Develop client engagement &
interest. The perfect way to uncover tangible and intangible need
This workshop enables your team -

3. Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
Session – 1 Presales process Introduction
• What is a presales function
• Need of Presales function
• Types of Proposals
• Contracts Types
• Technical Review
• Financial Review
• Proposal Submission
Session – 2 : Introduction to Presales and its need in the
organization
• Why presales in needed in addition to the sales function
• Unified communication across all stakeholders of the
proposal
• Skill needed to be a part of Presales Function
• Bridging the gap between sales and delivery function
• Techno-commercial aspect for any proposal
• Uniqueness of each proposal in solution proposition
Session – 3: Presales – pre checklist
• What is RFI, RFP, RFQ, MSA, LOE, LOI, SOW
• Shortlisting prospects align with organization vision
• Process of qualifying the lead
• Engagement Models – Offshore, Onsite-Offshore,
Captives
• Capability review to deliver the project
Day 1 - Agenda

4. Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
Session – 4 : Presales process Overview
• Proposal Generation Process
Pre-Proposal Stage
Proposal Preparation
Proposal Submission
Follow-up & Closure
• Technique to make effective and cohesive ToC
• Due Diligence & Team Formation
• Response Creation with right engagement models
• Reviews & Approvals
• Submission of proposal
• Post Submission analysis
Session – 5 : Submitting proposal and post submission
activities
• Understanding different faces or proposal
Legal-Contractual
Commercial
Technical
Marketing
Operational
• Mapping proposal to any project execution.
• Creating Knowledge base
• Case Studies Dumps and Generic Information
• Win-loss analysis
• Handling Customer Visits
Day 2 - Agenda
Session 6– Case Studies and Online Evaluation
• Case Studies
• Online Evaluation
• Certificates of Participation
• Closing Remarks
• Feedback

5. Past Activities
Mobile : +91 98508 36972
Contact Person :Atul Joshi
Email : atul@indusaviation.com
WWW : www.induseducationfoundation.org
Commercials
Sr. Details Descriptions
1 Batch Size 40
2. Duration 16 Hours
3. Fees for the Program USD 2000
• The cost of travel/stay is to be borne by the client for Client Premises Training
• Every participant shall carry his/her own laptop
• Certificate of Participation shall be given to each participant

6. Atul Joshi – Profile in Detail
ATUL JOSHI
Atul Joshi has around 20+ years of experience out of which 15
years in Presales function.
Being a Technical and have sales experience, he has gained
experience right from Order to Revenue. He has handled the
private as well as Government Contract bidding and is seasoned
person in presenting proposals in various modes.
Indus Core Education Foundation
101-D5, Rahul Park, Warje Pune MH India 411052
M: +91 772 001 9481 E : induscoreeducation@gmail.com
W : www.induseducationfoundation.org
 Around 20+ years of Software Design, Development monitoring and tracking experience, Presales
functions, Project Management, Leading and mentoring technical teams, planning and tracking
multiple projects, pre-sales consulting, creating budget for projects, contract / SLA negotiations.
 Being a serial entrepreneur, he gained the knowledge in various relationship management and also
understand the functioning of the organization right from HR, Finance, Administration, Sales and
Marketting
 Experience is business domains like Aviation, Retail, Healthcare, Banking and Semiconductor.
 Project leadership and management experience for various software lifecycles like product
development, maintenance, outsourced software services, ODC management Forming ODC (Offshore
Development Center) and ODC Team management and coordination
 Strong experience in ISO and CMM framework based quality systems for software services.
 Managed teams of size 150+ people with budget ranging between US$ 1 – 24 million per year. Team
includes architects, team leads, project managers and outsourced partners in various time zones.
Prime for product delivery responsibilities
 Developed individual development plans for team members, hiring, project sizing and estimation,
setting up of development and test labs
 Unique and rare professional with hands on knowledge and experience of the operating environment
in IT outsourcing
 Experience in different engagement models such as Unit Of work, Ticket Based Pricing and Business
Value Articulations.Additional strength lies in his leadership skills, initiative, business process
understanding, coordination skills and software quality adherence skills
 Experienced in startup, growth and turnaround situations
Professional Qualification
• Master of Technology (Electronics), Visveswaraya Regional College of Engineering, Nagpur, India (1995 –
1997) – Gold Medal at the University Level
• Bachelor of Engineering ( Electronics), S.G.G.S. College of Engineering, Nanded , Dr. B.A. Marathwada
University, Aurangabad, India (1991 – 1995) – 2nd Rank at University Level and Gold Medal at College
Linked In : http://www.linkedin.com/in/atulpj
Website : http://www.atuljoshi.co.in
Facebook: https://www.facebook.com/atul.joshi.37201901
Skype : indus.aviation
Twitter : @atul_indus
Social Media Présence

7. Looking forward to associating with
you.
Thank You
© 2015 Indus Core Education Foundation. All rights reserved. Copyright in the whole and any
part of this document belongs to Indus Core Education Foundation. This work may not be
used, sold, transferred, adapted, abridged, copied or reproduced in whole or in part, in any
manner or form, or in any media, without the prior written consent of Indus Core Education
Foundation.
Contact : Atul Joshi
Mobile : +91 98508 36972
Email : atul@indusaviation.com