What is pre-sales and how to improve your results in this process

A pre-sales initiative can make your company gain more customers. See how pre-sales works and how to implement it

Do you know what pre-sale is?

In a culture where companies are always looking for growth, there is an often-forgotten opportunity near you: pre-sales.

Pre-sales is easy to understand: Unlike marketing and sales operations, presales offers a specific set of activities that educate your customer and make them ready to buy.

And what does pre-sale mean in terms of practical results?

Well, it is a very useful tool to be used with your prospects who are not yet at the time of purchase, or who are not aware of the need for your product.

To implement a pre-sales process you will need a dedicated team of experts.

They are divided into:

  • Technical activities (those who are working out solutions to customer problems);
  • Commercial activities (qualifying and offering solutions).

How Pre-Sales Works: While the sales team works with leads and sales opportunities that are ready to buy, the pre-sales team works with opportunities that aren’t ready yet.

They often need information, content, and a learning process prior to the sales process.

If you want to know how your company can get the best out of pre-sales, ro what pre-sales is in marketing, here’s how to implement it every step of the way in the sales pipeline .

what is what is pre-sale

A pre-sales team can be the key to discovering new sales opportunities.

What is it and how pre-sales marketing works

Speaking of pre-sales in marketing means that this activity does not need to be performed by salespeople, but by marketing professionals who qualify leads before sending them to sales.

In fact, these days, the marketing and sales departments must work together, practicing what we call smarketing.

Regardless of who performs this task, the important thing is to know how to pre-sell.

Check the pre-sales process at each step of the funnel.

Also check out:  Smarketing: leverage your results with Marketing and Sales alignment

#1. Identifying Leads

Sales opportunities have increased exponentially for salespeople, thanks to digital innovations and the use of inside sales for lead generation.

But more opportunities don’t always mean more sales.

To achieve the optimal qualification rate, many companies need analytics to identify opportunities early in the sales cycle and prioritize them.

After all, companies need to optimize their time and sell to those who are more likely to buy.

Now, think, for example, if you could handle opportunities that are still immature in a pre-sales team while the sales team works on the hottest opportunities.

Think, for example, that while your sales team is selling, the pre-sales team may be using your current customer order history to do a potential market analysis.

From this information, you can create a list of potential customers most likely to buy your company’s products.

Identifying which customers you should approach will help increase your offering.

That’s because you’re going to use your existing customer history to find out what your potential customers with the same profile can buy.

#two. Proposal

No company is going to submit a proposal for every lead, simply because not every lead has the potential to become real customers.

In this way, companies often end up working on “ready to buy” leads and forget about others that may have the potential to generate sales leads if handled well.

That’s exactly what pre-sales is all about: working leads to become “hot.”

Top -performing business managers do n’t miss out on these leads because they have a clear view of business priorities?

They know that many opportunities must be matured before approaching a sales force directly.

For this, it is necessary to put pre-sales professionals to work on opportunities that are not yet ready to buy, after qualification ended up excluding them from the sales funnel.

This is because the opportunity may not qualify to buy today, but it may be ready to buy in the near future.

This is where the pre-sales team comes in. They can identify business opportunities that are not yet ready to buy today, but that could develop and become customers soon.

In this way, the pre-sales team educates the customer, showing how the company can help them, how it has already helped competitors, and the benefits that this will bring to the company.

Did you understand how pre-sales works and the results it brings?

what is what is pre-sale

Before submitting your proposal, how about knowing if your customer is ready to buy?

#3. Closing of business

The key to closing deals is the ability of the pre-sales team to shape meaningful conversations with the customer to position your solution as the ideal solution.

This approach is not about developing a smokescreen, but rather investing the time to deeply understand the customer’s needs.

Then highlight the elements that might make them choose you to do business with.

This is what, for example, a telephone company does when it merges fixed-line and mobile-phone stores to increase cross-selling opportunities.

The company allocates specialists from both areas in the store to talk with customers, identify potential sales opportunities for plans, and talk to customers about the company’s products.

In this way, the specialist has all the credentials possible to answer questions from potential customers, show how the service works, and qualify opportunities for sellers to work on them.

Many retailers do this these days.

For example, they put specialists of a certain brand in a specific session so that they can answer questions from potential customers and teach them more about the product before they are ready to buy.

Any trip to a major mall retailer gives us the opportunity to tour manufacturers’ kiosks, with experts readily trained to assist us.

All they do at that point is heat up the lead so it can be handled by the sales team.

See also:  Using Meaningful Conversations to Boost Sales Flow

#4. Renewing Agreements

The pre-sales team’s work doesn’t end after the sale is completed.

There is still a way to go.

Sales teams have always tried to anticipate customer needs with consistent offerings that fit their needs, present or future.

But pre-sales teams can help leverage business by anticipating those needs more accurately.

Pre-sales can also help speed up the sales pipeline.

How to make a pre-sale of this type?

Just prepare the opportunities for customers to buy from your company, and see your solution as the ideal solution for what they need.

In the end, the idea is to ensure best practices for the entire sales team, make the most of leads, and still think ahead of the customer, giving the answers and showing the reasons for them to do business with you.

Companies that have a well-structured pre-sales team act in front of the customer, anticipating, for example, new promotions, products and contract renewals.

what is what is pre-sale

A pre-sales team can help leverage new agreements with customers.

Are you ready to boost your sales using pre-sales?

Implementing a pre-sales process in your company will help you gain more customers.

These customers, at first, will be opportunities that need more time to mature to buy, or even those opportunities that are still not aware of the need for your product.

Having a team that works with your customer without the intention of selling until he is ready to buy can make your company not only sell more, but also conquer more market.

Test it out: Implement a small pre-sales team by allocating 1 or 2 salespeople to prepare your potential customers to buy from you.

Measure the results and activities of this small team, as well as the success rate, the increase in sales, and the confidence of these customers in your company.

The desired result is not only increased sales, but increased conversion of opportunities that would otherwise go completely unnoticed.