A potent sales pipeline relies upon allocating the right sources to the right places at the right time. And a robust pre-sales procedure lets you do just that. The pre-sales process system covers all the activities which come before closing the sale order. The aim of pre-sales aid is to help the sales and marketing team find, win, and attract customers to purchase. A well-structured pre-sales process plays a critical role in identifying and capitalizing on opportunities with new and existing partners and increases the sales process.
Difference between Pre-sales & Sales
Pre-sales and sales ought to work together seamlessly; however, they’re distinct roles and processes. Pre-sales focuses on research, validation, preparation, and leadership training. Once an opportunity has been qualified, the pre-sales plan hands the customer off to the sales team to close the deal. A pre-sales plan and process are the groundwork for sales to succeed.
Best practices to follow when creating a pre-sales process for an organization
If you have a ready plan of action for a pre-sales process in your company, implement the 4 best practices for a smooth transition and successful sales.
- Build a Culture of Respect and collaboration between teams.
To integrate the pre-sales process smoothly into the sales process, the organization should build an environment of mutual respect and collaboration in teams.
The pre-sales process and sales process have to work together to get good sales outcomes.
As you build a pre-sales plan for your company, look out for several ways to create trust between the sales team and pre-sales team and respect their individual roles.
- Implement an organized process.
A good pre-sales process won’t work without an organized plan and process.
Team members should know exactly what steps they should follow and the activities involved everyone should be on the same page and everyone in the team should know and follow the steps.
- Define Roles and Responsibilities.
As part of the pre-sales process, you should characterize the roles and responsibilities of each team at each stage to forestall misconceptions, miscommunication, and errors that could cost you valuable opportunities.
Furthermore, consider team abilities and schedule availability. This will help the sales team to allocate staff resources all the more adequately by distinguishing which reps are generally equipped for an errand and who has the transmission capacity to take on new tasks.
Every sales organization should have good communication among and between teams.
Pre-sales and sales communicate clearly to understand their customers and deliver the best solutions.
How to Use the Pre-Sales Process
The pre-sales process begins when the initial contact is made with the possibility. In a sales cycle, the steps you would go through are:
Initiating contacts with prospects
Identify the possibility needs
Make an offer
Close the sale
A sales representative plays a major role and he is responsible for networking and initiating contact with all possibilities, arranging customer meetings, and sending proposals. And most importantly, a sales representative is responsible for close the sale. Sales representatives will usually have personal targets they have to meet every month.
According to this article, for the pre-sales and sales teams should work together, both teams must have mutual respect. They should have a good understanding of the sales process and understand what their individual roles are in the sales process. They need to have a solution for how to solve complex sales and have a clear picture and understanding of what the customer needs.
When the pre-sales and sales groups can work together, they’ll clearly articulate to the client however they’re ready to facilitate them. The customer will perceive why they have the merchandise or service and therefore the sale is made.