Business Analysis for Pre-Sales Professionals

INTRODUCTION

This training course is designed to equip you with the essential business analysis techniques and customer engagement strategies needed to thrive as a Pre-Sales Professional. The role of a pre-sales expert bridges the gap between business needs and technical solutions. This training course helps you gain the tools and insights required to analyze client requirements, align solutions with business goals, and drive successful sales engagements.

This training course aligns with global business analysis standards and pre-sales best practices, helping you develop both technical acumen and business-savvy communication. It is delivered by a seasoned consultant with extensive experience in pre-sales engineering and strategic business analysis.

This GLOMACS Business Analysis for Pre-Sales Professionals training course will highlight:

• Comprehensive understanding of the business analysis lifecycle in pre-sales
• Requirements gathering, stakeholder engagement, and solution scoping
• Techniques to map client needs to technology-driven solutions
• Strategies for creating effective proposals, demos, and value propositions
• Real-world scenarios and interactive case studies for practical learning

Objectives

This training course is designed to build your capability in conducting structured business analysis within the context of the pre-sales function. By the end of the training course, you will possess a strong understanding of how to align technical offerings with customer business objectives and contribute meaningfully to the sales cycle.

In this Business Analysis for Pre-Sales Professionals training course, you will learn to:

• Understand the core functions of business analysis in the pre-sales process
• Identify, engage, and manage stakeholders effectively
• Gather and document client requirements using industry-standard techniques
• Translate business needs into solution proposals and architectural recommendations
• Deliver compelling presentations and demonstrations that address key pain points
• Bridge communication between technical teams and business stakeholders

Training Methodology

This training course integrates conceptual teaching with practical exercises. The instructional approach is interactive, using case studies, group discussions, and role-play scenarios that mirror real-world pre-sales situations.

Training methodology includes:

• Interactive lectures with visual presentations
• Hands-on case-based workshops
• Simulated client engagement exercises
• Collaborative group discussions
• Real-time feedback and progress checkpoints

Organisational Impact

By empowering your pre-sales professionals with strong business analysis skills, your organization will see enhanced client engagement, improved sales cycle efficiency, and better alignment between technical delivery and customer needs.

Organizational benefits include:

• Improved conversion of leads through consultative selling
• Reduced gaps between sales promises and project delivery
• Stronger customer trust and relationship management
• Increased responsiveness to customer pain points
• Better collaboration between sales, marketing, and delivery teams

Personal Impact

This Business Analysis for Pre-Sales Professionals training course will boost your career by enhancing your business insight and technical communication skills. You will become a more effective liaison between business stakeholders and technical solution providers.

Personal benefits include:

• Expanded skill set relevant to both sales and business analysis careers
• Improved confidence in handling client-facing engagements
• Enhanced problem-solving and critical thinking abilities
• Greater career mobility across sales engineering, business analysis, and consultancy
• Recognition as a strategic contributor to the sales process

WHO SHOULD ATTEND?

This training course is ideal for professionals who support sales processes with technical or business insight. It is especially beneficial for those aiming to blend business analysis skills with customer engagement strategies in the IT or technology services domain.

This GLOMACS Business Analysis for Pre-Sales Professionals course is suitable for:

• Pre-Sales Consultants and Engineers
• Business Analysts working with sales or product teams
• Solution Architects involved in client requirements gathering
• Sales Engineers and Technical Account Managers
• Professionals transitioning from technical roles to customer-facing positions