Abstract
The activities before the sale of the project are called presales. The people in these roles are not considered consultants as they are not part of the implementation team; however, they are still part of the Ohana community. Some of them include contract review and resourcing planning, which you will learn more about in this chapter. Consultants are often involved in presales activities and can offer critical advice to set up a project for success. Once a project is sold, the account executive will hold a sales handoff meeting to explain the background of the project, as well as the scope, timeline, and budget. Sales handoffs are a good time for you to ask specific questions about the sales cycles so that you can learn about the personality of the client as well as other project expectations and assumptions.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Notes
- 1.
Lowden, G. & Thornton, J. (2015). The special challenges of project management under fixed-price contracts. Paper presented at PMI® Global Congress 2015—EMEA, London, England. Newtown Square, PA: Project Management Institute. https://www.pmi.org/learning/library/challenges-fixed-price-contracts-9640
Author information
Authors and Affiliations
Rights and permissions
Copyright information
© 2022 The Author(s), under exclusive license to APress Media, LLC, part of Springer Nature
About this chapter
Cite this chapter
Negley, H. (2022). Sales and Staffing. In: The Salesforce Consultant’s Guide. Apress, Berkeley, CA. https://doi.org/10.1007/978-1-4842-7960-1_6
Download citation
DOI: https://doi.org/10.1007/978-1-4842-7960-1_6
Published:
Publisher Name: Apress, Berkeley, CA
Print ISBN: 978-1-4842-7959-5
Online ISBN: 978-1-4842-7960-1
eBook Packages: Professional and Applied ComputingProfessional and Applied Computing (R0)Apress Access Books