Shulou(Shulou.com)06/03 Report--

Since switching to the Internet last year, it has been found that the pace is obviously much faster than that of traditional industries. In the past, I often wrote about my feelings about my work, but now it is basically filled with the content of my work. From APM to big data, there are also many technology branches in the Internet, and the content of work is also different. However, they are all engaged in pre-sales work, and the main customers are still traditional government and enterprise customers. I summed up some experiences on and off and shared them. Hope to guide those brothers who are also in pre-sale. (I)

Pre-sales perception: if you want to grow, you should spend more time with customers, learn about their business and their demands for technology, rather than indulge in self-technical satisfaction. What's more: for relatively complex technologies (such as big data, Cloud, AI, etc.), if you can't explain it with simple life examples, customers may think you're bluffing.

(2)

Pre-sales perception: do not want to show customers that the technical solution is powerful or unique, but to listen more to the customer's business needs and business pain points. So the important thing before sale is not to speak, but to listen. People who can't even understand the value of your technology can't fall to the ground, let alone help customers enhance their business value!

(III)

Pre-sales perception: about customers, I am most afraid of the two (1) this project is not short of money, you quickly write a plan to POC it! (2) your products are all very good. We all want them. Please come and test them first. For the first kind of customers, generally in the end will be bad on the money! For the second kind of customers, there is no clear demand, will only be tired before sales, poor coordination, may also be exhausted after sales.

(4)

Four pre-sales capabilities:

Listen: listen to the client's reading between the lines.

Say: say the technical principle and essence that the customer wants to hear

Read: read out the key decision chain of the project

Write: write a good bid control plan and bidding strategy

(5)

Pre-sale perception: do you need to know the technology before sale? To what extent?

You have to understand. To the extent that competitors want to fool you technically.

Pre-sale to pursue the breadth of technology and industry fit, more in-depth research and development on the line.

With regard to hoodwinking, in the pre-sale business, what I saw most was the one who wanted to learn from big data in March and big data for four years.

(VI)

Nowadays, new technologies are bluffing:

1. Having clouds first is equivalent to having shelves first.

2. Big data is tantamount to putting something on the shelf.

3, algorithm: is to find the law of putting different things on the shelf, so that you can put it according to this law in the future.

Deep learning, once a branch of big data, is equivalent to putting things on the shelf every time and knowing when and what to put.

5Jing AI, that is, I don't want to put things on this shelf, so I found a robot and asked it to carry things and put things for you on the basis of the previous one. And this robot has an AI chip in its brain.

Slowly working, I found that contact with customers is the fastest way for a person to improve. Sometimes, when you want to make the technology simple more and more, you will find that you have more to learn, understand, know and master. The core essence of all technologies is two points: details and logic (details ask the technical points, logic asks the relevant architecture). When communicating with customers, always abide by these two points, but also from these two points to mine the customer's business and technical scenarios. Learn more about the customer's business logic and business background, because customers understand these better than you do, and how to use their own products, technology, and solutions to match customer needs, this is a test of pre-sales ability. Sometimes, pre-sales and sales are equivalent to the strikers in a team, not only to cooperate well, but also to analyze and judge more often. Because after all, the success or failure of the project is very important in the judgment of sales and pre-sales. But also to adjust the strength of the back end of the company, early analysis and judgment is not accurate, it is possible to bring a disaster to colleagues. Now many companies have begun to sell and pre-sale commission at the same time, and the proportion of sales orders is also slowly declining, but also worked with several very strong sales, and found that they are better in detail + empathy. Operational relationships and the integration of resources at critical moments are good. It also made me understand that good sales are not just about booze and relationships. Because at the moment, such sales will become more and more obsolete. Time precipitates growth, reflect and sum up experience. I wish I can go further and further in the future workplace! Come on!

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