Overview

You may be asking yourself: Why did she write this book? What's the purpose of it? Since I work in IT projects, will this book be useful for me?I observed, in several situations, that it could be useful to have a better understanding between organization's departments such as Sales and IT people, when that organization sells IT projects. This will allow healthier projects, happier customers, and more relaxed and stable work environments.Table of contents: Chapter 1: Introduction1.1 - Why I wrote this book1.2 - Selling1.3 - Why do we sell?1.4 - Why do salespeople sell?Chapter 2: 10 items to consider2.1 - A Book2.2 - Games2.3 - Movies2.4 - Your customer's problems and solutions2.5 - From generalities to details2.6 - Showing the work in progress2.7 - To tell a story2.8 - When you give a presentation of your story2.9 - The possibility of making a sell2.10 - Rate opportunitiesChapter 3: Reducing the risk but not the selling arguments3.1 - Understanding the context3.1.1 - Understanding your client's needs3.1.2 - Understanding your client's behaviour3.1.3 - Understanding the limitations of your team / solution3.1.4 - Understanding the strengths of your team / solution3.1.5 - Understanding the strengths of your competitors3.1.6 - Understanding the limitations of your competitors3.2 - How to explain what you are offering3.3 - More about reducing the risk but not the selling arguments Chapter 4: RFPs4.1 Basic concepts about the RFPs4.1.1 - RFP classification4.1.2 - Public RFPs4.1.3 - Private RFPs4.1.4 - RFPs in the organizations4.2 Before RFPs are born4.2.1 - From ideas to projects or solutions4.2.2 - Purchasing cycle that RFPs should follow4.2.3 - Approved offerents4.2.4 - Typical RFP process4.3 After RFPs get published4.3.1 - The chances to win an RFP4.3.2 - After the RFP gets published4.3.3 - How offers answering an RFP are weighed4.3.4 - Good practices for technical offers4.3.5 - Strategy during the RFP process4.3.6 - Formal and non formal criteria for RFP processes4.3.7 - Competition analysisChapter 5: Pre-sales5.1 - Pre sales is much more than proposals5.2 - Selling strategy5.3 - Presales, as an agile project5.4 - Benefits of an agile pre sales process5.5 - Collecting information5.5.1 - Collecting information in the direct way5.5.2 - Collecting information indirectly5.6 - How to act in that agile processChapter 6. Conclusion6.1 - Brief of the information shared in this book6.2 - My visio

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