Pre-Sales / Business Consultant (B2B)

The Pre-Sales / Business Consultant will act as a critical bridge between prospects and the sales/business team, owning initial engagement, need discovery, solution positioning, and structured onboarding of B2B prospects.

In an MSME setup, this role demands strong verbal communication, consultative selling ability, and high ownership—particularly for on-call prospect handling, CRM-driven follow-ups, and mentoring junior associates.

The ideal candidate should be comfortable explaining business value and technical concepts clearly over calls, guiding prospects through the evaluation stage, and preparing them for successful handover to sales or implementation teams.

1. Pre-Sales & Prospect Onboarding (Core Responsibility)

• Act as the first point of contact for inbound and outbound B2B prospects.
• Handle end-to-end prospect onboarding over calls, including:

• Requirement discovery and qualification.
• Understanding business use-cases and technical expectations.
• Explaining product/service offerings in a clear, structured manner.

• Conduct consultative discussions, not just pitch-based selling.
• Translate complex technical or operational concepts into business-friendly language.
• Ensure prospects are well-educated and confident before moving to the next sales stage

2. Sales Communication & Call Mastery

• Demonstrate excellent verbal communication skills during:

• Discovery calls.
• Product / solution walkthroughs
• Objection handling and clarification calls.

• Drive conversations with confidence, clarity, and control.
• Handle multiple calls daily while maintaining quality and structure.
• Build trust and credibility with decision-makers and influencers.
• Maintain professional, persuasive, and solution-oriented communication at all times.

3. CRM Ownership & Sales Process Discipline

• Maintain 100% CRM hygiene:

• Accurate lead entry, status updates, call logs, and follow-ups.

• Track prospect journey from lead to qualified opportunity.
• Create and manage pipelines, reminders, and follow-up schedules.
• Generate basic CRM reports for:

• Lead conversion.
• Call effectiveness.
• Stage-wise funnel movement.

• Ensure junior team members follow CRM best practices.

4. Cross-Functional Coordination

• Coordinate closely with:

• Sales teams for opportunity handover.
• Technical / operations teams for feasibility inputs.
• Management for pipeline and forecast reviews.

• Prepare pre-sales inputs such as:

5. Sales Communication & Call Mastery

• Demonstrate excellent verbal communication skills during:

• Discovery calls.
• Product / solution walkthroughs.
• Objection handling and clarification calls.

• Drive conversations with confidence, clarity, and control.
• Handle multiple calls daily while maintaining quality and structure.
• Build trust and credibility with decision-makers and influencers.
• Maintain professional, persuasive, and solution-oriented communication at all times.

6. Team Handling & Mentorship (1–3 Associates)

• Guide and mentor a small team of pre-sales / sales support associates.
• Review call quality, CRM entries, and follow-up discipline.
• Support team members in improving:

• Communication skills
• Prospect handling techniques
• Product and process understanding

• Act as a role model for structured selling and professionalism

• Bachelor’s degree in business, Engineering, Management, or relevant discipline
• MBA / Sales or Business certification is an added advantage

Experience Requirements

• 2 to 5 years of experience in:

• B2B Pre-Sales, Business Consulting, Inside Sales, or Solution Consulting roles

• Proven experience in:

• Handling B2B prospects over calls.
• Explaining technical or business solutions verbally.
• Working in MSME, startup, or growth-stage organizations.

• Prior exposure to:

• CRM-driven sales environments.
• Managing or mentoring junior team members (informal or formal).

Core Skills

• Exceptional verbal communication and presentation skills.
• Strong consultative selling and qualification ability.
• On-call prospect onboarding and solution explanation.
• CRM proficiency (HubSpot, Zoho, Salesforce, or similar)

Sales & Business Skills

• Understanding of B2B sales cycles and decision-making processes.
• Objection handling and needs-based positioning.
• Pipeline management and follow-up discipline.

Leadership & Behavioral Skills

• Ability to guide and manage a small team.
• High ownership and accountability.
• Structured thinking and problem-solving mindset.
• Comfortable working in fast-paced MSME environments.

Performance Metrics (KPIs)

• Lead-to-qualified opportunity conversion rate
• Call quality and prospect engagement effectiveness
• CRM data accuracy and follow-up compliance
• Sales pipeline contribution and readiness
• Team performance and adherence to process

Growth Opportunities

• Senior Pre-Sales Consultant.
• Business Development Manager.
• Sales / Account Management Leadership Roles.