{"product_id":"110153","title":"A technology representative connecting pre-sales customers and businesses. ","description":"\u003ccenter\u003e\u003cdiv style=\"text-align:center\"\u003e\u003cimg src=\"https:\/\/tmgdisk01.cafe24.com\/images\/vs\/4172\/sv\/3jYEEOGveCqS3iXQ0yPV7wJAWWRj7p.png?v=1765095545\" style=\"max-width:100%;max-height:10px\"\u003e\u003c\/div\u003e\u003c\/center\u003e\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\u003ccenter\u003e\n\n\u003cdiv style=\"width:95%\"\u003e\n\n\u003cdiv style=\"text-align:center;font-size:30px;font-weight:bolder;line-height:1.6em\"\u003e Pre-Sales, a technology representative connecting customers and businesses \u003c\/div\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003cdiv style=\"border-bottom:1px;border-bottom-style:dotted;border-color:;padding-bottom:20px\"\u003e\u003ccenter\u003e\u003ctable align=\"center\" width=\"100%\"\u003e\u003ctbody style=\"border:0px\"\u003e\n\n\u003ctr\u003e\u003ctd align=\"center\" style=\"line-height:1.2em;text-align:center;font-size:18px;color:black;font-weight:bold;padding-bottom:20px;\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\n\n\u003ctr\u003e\u003ctd style=\"text-align:center\"\u003e\u003cimg src=\"https:\/\/image.yes24.com\/goods\/130134896\/XL\" style=\"max-width:100%;height:auto\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\n\n\n\u003c\/tbody\u003e\u003c\/table\u003e\u003c\/center\u003e\u003c\/div\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003cdiv style=\"width:95%;{split_style6}padding-top:20px;padding-bottom:20px\"\u003e\n\n\u003cdiv style=\"text-align:left;font-size:16px;font-weight:bold;padding-bottom:20px\"\u003e Description \u003c\/div\u003e\n\n\u003cdiv style=\"text-align:left;word-break:break-all;font-size:14px;line-height:1.6em;\"\u003e\n\n\u003cdiv\u003e\u003ch5\u003e \u003cb\u003eBook Introduction\u003c\/b\u003e\n\u003c\/h5\u003e\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cdiv\u003e\u003cdiv\u003e \u003cb\u003eThe B2B technical sales and technology sales bible that works on the ground to increase sales and revenue for software companies!\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e “If we put so much effort into creating high-quality software, will it really sell well just by making it well?”\u003cbr\u003e “Presales is the most dispassionate orchestration, carried out by the most compassionate human beings, toward the software that will determine the future of a company.” \u003cbr\u003eThrough a immersive virtual banking system sales process, he demonstrates the vivid experience and wisdom of 30 years of pre-sales and technical sales experience, spanning across sales and development, leading the development of software tailored to the needs of customers.\u003cbr\u003e\u003cbr\u003e\n\u003c\/div\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cul\u003e\u003cli\u003e You can preview some of the book's contents.\u003cbr\u003e \u003cspan\u003ePreview\u003c\/span\u003e\n\n\u003c\/li\u003e\u003c\/ul\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cbr\u003e\u003cdiv\u003e\u003ch5\u003e \u003cb\u003eindex\u003c\/b\u003e\n\u003c\/h5\u003e\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cdiv\u003e \u003cb\u003eChapter 1: Software: How Can It Be Sold Well?\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e 1.1 The market is growing but the product is not selling?\u003cbr\u003e 1.2 Software is the business itself\u003cbr\u003e 1.3 Presales Saves Software Companies\u003cbr\u003e 1.4 Is pre-sales sales or technology?\u003cbr\u003e 1.5 Presales is the core of software companies.\u003cbr\u003e\u003cbr\u003e \u003cb\u003eChapter 2 Who is Presales?\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e 2.1 I am the technical representative of our company!\u003cbr\u003e 2.2 Strategists and Communication Hubs\u003cbr\u003e 2.3 External speakers who are popular\u003cbr\u003e 2.4 What are the attractions of pre-sales work?\u003cbr\u003e 2.5 Pre-Sales Framework \u003cbr\u003e__Survey \u0026amp; Interviews with 20 Pre-Sales Leaders\u003cbr\u003e __On-site Interview I Google Myung-Hoon Chung\u003cbr\u003e\u003cbr\u003e \u003cb\u003eChapter 3: Pre-Sales Activities: A Case Study\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e 3.1 Preliminary Preparation and Verification\u003cbr\u003e __3.1.1 The dolphin's transformation attempt! Why on earth?\u003cbr\u003e __3.1.2 What does Dolphin Bank want?\u003cbr\u003e __3.1.3 Three pieces of information needed to establish a response strategy\u003cbr\u003e __3.1.4 Is this really a sales opportunity for us?\u003cbr\u003e 3.2 Evaluation Response\u003cbr\u003e __3.2.1 Product Introduction Seminar\u003cbr\u003e __3.2.2 Utilizing the construction case\u003cbr\u003e __3.2.3 Developing solutions through technical meetings\u003cbr\u003e __3.2.4 Responding to Information Requests\u003cbr\u003e __3.2.5 Discovery Workshop\u003cbr\u003e __3.2.6 Competitive Analysis\u003cbr\u003e __3.2.7 Proof of concept in progress\u003cbr\u003e 3.3 Proposed work\u003cbr\u003e __3.3.1 Consortium Composition\u003cbr\u003e __3.3.2 Alliances and Negotiations\u003cbr\u003e __3.3.3 Proposal Presentation\u003cbr\u003e 3.4 Sales Success and Support\u003cbr\u003e __3.4.1 Sales Success\u003cbr\u003e __3.4.2 Project Preparation\u003cbr\u003e __On-site Interview II AWS Kang In-ho\u003cbr\u003e\u003cbr\u003e \u003cb\u003eChapter 4: Building a Performance-Driven Pre-Sales Team\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e 4.1 Team Goals\u003cbr\u003e 4.2 Team composition and talent development\u003cbr\u003e __4.2.1 What is an appropriate team size?\u003cbr\u003e __4.2.2 Who is suitable for pre-sales? \u003cbr\u003e__4.2.3 What and how to learn?\u003cbr\u003e 4.3 Securing excellent talent\u003cbr\u003e __4.3.1 Understanding Applicant Tendencies\u003cbr\u003e __4.3.2 How to prepare for an effective interview?\u003cbr\u003e 4.4 Utilizing Pre-Sales Resources\u003cbr\u003e __4.4.1 Validating Sales Opportunities from a Technical Perspective\u003cbr\u003e __4.4.2 Step-by-step efficient resource allocation\u003cbr\u003e __4.4.3 Give pre-sales a weapon to use\u003cbr\u003e __4.4.4 Processing, is it the answer to everything?\u003cbr\u003e 4.5 Performance Measurement and Compensation\u003cbr\u003e 4.6 How do global companies manage their teams?\u003cbr\u003e __On-site Interview III Microsoft Lee Wan-geun\u003cbr\u003e\u003cbr\u003e \u003cb\u003eChapter 5: Developing Professional Presales Skills\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e 5.1 Expertise\u003cbr\u003e __5.1.1 Technology Leadership\u003cbr\u003e __5.1.2 Data preparation techniques\u003cbr\u003e __5.1.3 Domain Knowledge\u003cbr\u003e __5.1.4 Measuring My Pre-Sales Skills\u003cbr\u003e 5.2 Communication\u003cbr\u003e __5.2.1 Conducting meetings and workshops\u003cbr\u003e __5.2.2 Persuasive Presentation\u003cbr\u003e __5.2.3 Various communication technologies\u003cbr\u003e __5.2.4 Interview Preparation\u003cbr\u003e 5.3 Troubleshooting\u003cbr\u003e __5.3.1 Problem Analysis\u003cbr\u003e __5.3.2 Collaboration and Escalation\u003cbr\u003e __5.3.3 A more proactive approach\u003cbr\u003e 5.4 Establishing a Technology Strategy \u003cbr\u003e__5.4.1 The Big Picture of Strategy Formulation\u003cbr\u003e __5.4.2 Developing a Data-Driven Strategy\u003cbr\u003e __5.4.3 SWOT Analysis\u003cbr\u003e __5.4.4 New Product Launch Plan\u003cbr\u003e 5.5 Understanding Your Customers\u003cbr\u003e __5.5.1 Active Listening\u003cbr\u003e __5.5.2 Let's put ourselves in the customer's shoes through role-playing.\u003cbr\u003e Field Interview IV: Cloudera Kim Ho-jung\u003cbr\u003e\u003cbr\u003e \u003cb\u003eChapter 6: Now Digital Presales\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e 6.1 What is digital presales?\u003cbr\u003e 6.2 Digital Competency Preparation\u003cbr\u003e __6.2.1 Preparing Digital Content\u003cbr\u003e __6.2.2 Using Generative AI\u003cbr\u003e __6.2.3 Enabling Digital Interaction\u003cbr\u003e __6.2.4 Enhanced Online Presence\u003cbr\u003e 6.3 Building a Demo Automation and Self-Onboarding Platform\u003c\/div\u003e\n\u003cdiv\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cbr\u003e\u003cdiv\u003e\u003ch5\u003e \u003cb\u003eDetailed image\u003c\/b\u003e \u003c\/h5\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cdiv\u003e\u003cimg src=\"https:\/\/image.yes24.com\/momo\/TopCate4662\/MidCate008\/466176052.jpg\" border=\"0\" alt=\"Detailed Image 1\"\u003e\u003c\/div\u003e\u003c\/div\u003e\n\u003cbr\u003e\u003cdiv\u003e\u003ch5\u003e \u003cb\u003ePublisher's Review\u003c\/b\u003e\n\u003c\/h5\u003e\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cdiv\u003e \u003cb\u003e| What this book covers |\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e - Definition, value, and detailed activities of pre-sales\u003cbr\u003e - Skills needed for pre-sales and how to prepare\u003cbr\u003e - Career growth and prospects as a pre-sales professional\u003cbr\u003e - The structure and operation of a global software company's pre-sales organization.\u003cbr\u003e\u003cbr\u003e \u003cb\u003e| Target audience for this book |\u003c\/b\u003e\u003cbr\u003e \u003cbr\u003eThis is a must-read for IT professionals (software developers\/engineers\/consultants) contemplating their next career path for personal growth, those aspiring to play a key role in a global software company, job seekers seeking a visionary IT position that AI cannot replace, those preparing to start a software business, those aspiring to become a C-level executive at an IT company, and those new to pre-sales.\u003cbr\u003e\u003cbr\u003e This book is also essential for software company executives seeking to improve sales and profits, managers hoping to grow their team's sales capabilities, managers curious about the structure and operation of presales organizations at global software companies, sales professionals curious about synergy with presales, and HR managers seeking to recruit the best presales talent.\u003cbr\u003e\u003cbr\u003e - Software sales professionals: Those who want to learn strategies that reflect the latest technology trends and market demands. \u003cbr\u003e- Pre-sales professionals: Those who want to further strengthen their capabilities and find effective ways to respond to customers.\u003cbr\u003e - Business executives and managers: Those who understand the importance of technical sales and want to maximize the operation and performance of their pre-sales team.\u003cbr\u003e - Those seeking IT and software-related positions: Those who wish to increase their understanding of pre-sales work and receive assistance in career development.\u003cbr\u003e\u003cbr\u003e \u003cb\u003e| What is PreSales? |\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e This refers to a job that responds to customers' technical requests before selling software.\u003cbr\u003e The main focus of the activity is 'pre-sale response', but some 'post-sale support activities' are also undertaken with the goal of customer re-subscription\/dissemination.\u003cbr\u003e Pre-sales, also known by various names like solution architect, solution engineer, or sales engineer, achieve software sales and customer success through technical skills and customer service capabilities.\u003cbr\u003e\u003cbr\u003e \u003cb\u003e| Structure of this book |\u003c\/b\u003e\u003cbr\u003e \u003cbr\u003eChapter 1: \"Software: How Can We Sell It?\"\u003cbr\u003e It explains the current state of the software industry, driven by AI and digital innovation, and the trend of software becoming a business in itself.\u003cbr\u003e And we'll explore why pre-sales is necessary for software companies responding to this trend.\u003cbr\u003e\u003cbr\u003e Chapter 2: \"Who is Presales?\"\u003cbr\u003e Let's take a closer look at the details and characteristics of pre-sales.\u003cbr\u003e Discover the unique appeal of pre-sales, a company that actively serves as a technical representative, strategist, communications hub, and external speaker for software companies.\u003cbr\u003e We will also explore a presales framework to successfully complete presales activities.\u003cbr\u003e\u003cbr\u003e Chapter 3: Pre-Sales Activities: A Case Study of Success\u003cbr\u003e It covers almost every pre-sales activity based on real-life examples, and contains information and know-how that can be utilized for each activity. \u003cbr\u003eIn particular, the Dolphin Bank case was created as a virtual scenario by weaving together the author's experiences in the field.\u003cbr\u003e Therefore, although the company names and characters appearing in this article are fictitious, they are all based on real cases.\u003cbr\u003e\u003cbr\u003e Chapter 4: Building a High-Performing Pre-Sales Team\u003cbr\u003e We cover the things to consider and examples to reference when forming a pre-sales team.\u003cbr\u003e It covers pre-sales team goal setting, organizational structure, talent recruitment and development methods, efficient resource utilization, performance measurement and compensation methods, and organizational operation cases of global software companies.\u003cbr\u003e\u003cbr\u003e Chapter 5: Developing Professional Presales Skills\u003cbr\u003e Describes the five competencies that pre-sales professionals must possess. \u003cbr\u003eIn particular, it contains vivid know-how related to 'expertise', 'communication', 'problem solving', 'technology strategy development', and 'customer understanding' selected by current pre-sales experts who participated in surveys and interviews, as well as what I acquired during my professional training course.\u003cbr\u003e\u003cbr\u003e Chapter 6: \"Now It's Digital Presales\"\u003cbr\u003e First, let's look at how customer purchasing patterns are changing due to digital innovation.\u003cbr\u003e And it explains how to prepare digital capabilities (content, interaction, online presence) to support rapid information collection and flexible purchasing methods, such as B2C business that customers want, utilizing generative AI in pre-sales work, and building demo automation and self-onboarding platforms.\u003cbr\u003e\u003cbr\u003e \u003cb\u003e[Author's Note]\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e This book guides individual readers through the definition of presales and the preparations needed to become a presales professional. \u003cbr\u003eAdditionally, it provides software companies with the value of pre-sales, organizational structure and operational strategies, and talent recruitment methods.\u003cbr\u003e In particular, we describe advanced cases of global software companies that have established pre-sales.\u003cbr\u003e\u003cbr\u003e While writing this book, I tried to vividly capture my 20 years of pre-sales experience and know-how.\u003cbr\u003e To help readers understand, I have included as many real-world case studies as possible, not just theory, and have polished the writing to make it easy for anyone to read.\u003cbr\u003e Additionally, we consulted extensive overseas data to ensure more accurate information.\u003cbr\u003e\u003cbr\u003e It was very difficult to find information and statistics on the domestic pre-sales market.\u003cbr\u003e To address this, we conducted surveys, interviews, and reviews with approximately 20 current pre-sales, sales, developers, consultants, planners, and C-level executives. \u003cbr\u003eWe've analyzed the data they provided over a long period of time to compose the content, and we've tried to provide an objective perspective by borrowing their insights.\u003cbr\u003e\u003cbr\u003e Although there were challenges along the way, I enjoyed the process, as I was able to provide readers with content that is not readily available in Korea.\u003cbr\u003e I hope this book will be helpful to individuals and businesses interested in presales. \u003cbr\u003e\n\n\u003c\/div\u003e\n\u003cdiv\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\n\n\u003c\/div\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003cdiv style=\"width:95%;padding-top:20px;padding-bottom:20px\"\u003e\n\n\u003cdiv style=\"text-align:left;font-size:16px;font-weight:bold;padding-bottom:20px\"\u003e GOODS SPECIFICS \u003c\/div\u003e\n\n\u003cdiv style=\"text-align:left;font-size:14px;line-height:1.6em;\"\u003e\n\n\u003cdiv style=\"width:100%;margin-bottom:5px;line-height:1.6em;font-size:14px\"\u003e - \u003cstrong\u003eDate of issue:\u003c\/strong\u003e August 9, 2024\u003c\/div\u003e\n\n\u003cdiv style=\"width:100%;margin-bottom:5px;line-height:1.6em;font-size:14px\"\u003e - \u003cstrong\u003ePage count, weight, size:\u003c\/strong\u003e 312 pages | 538g | 148*210*19mm\u003c\/div\u003e\n\n\u003cdiv style=\"width:100%;margin-bottom:5px;line-height:1.6em;font-size:14px\"\u003e - \u003cstrong\u003eISBN13:\u003c\/strong\u003e 9791189909710\u003c\/div\u003e\n\n\u003cdiv style=\"width:100%;margin-bottom:5px;line-height:1.6em;font-size:14px\"\u003e - \u003cstrong\u003eISBN10:\u003c\/strong\u003e 1189909715 \u003c\/div\u003e\n\n\n\u003c\/div\u003e\n\n\n\u003c\/div\u003e\n\n\n\u003c\/div\u003e\n\n\u003ccenter\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003ccenter\u003e\u003ctable\u003e\u003ctr\u003e\u003ctd style=\"height:10px\"\u003e\u003c\/td\u003e\u003c\/tr\u003e\u003c\/table\u003e\u003c\/center\u003e\n\n\u003cspan\u003e\u003c\/span\u003e\n\n\u003c\/center\u003e\n\n\n\u003c\/center\u003e","brand":"LIBRAIRIE COREENNE","offers":[{"title":"Default Title","offer_id":43893681455146,"sku":"110153","price":29.0,"currency_code":"EUR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0683\/2750\/5962\/files\/827c9265929304234c850a121c1df0f1.jpg?v=1765411503","url":"https:\/\/librairie.coreenne.fr\/en\/products\/110153","provider":"LIBRAIRIE COREENNE","version":"1.0","type":"link"}