The document discusses the importance of pre-sales in businesses. It defines pre-sales as distinct from marketing and sales operations, focusing on activities like qualifying leads, bidding on deals, and renewing deals. This allows businesses to consistently achieve win rates of 40-50% on new business and 80-90% on renewal business. The document then outlines the key steps in a pre-sales cycle, including market research, prospecting and qualifying leads, product demonstrations, identifying pain points, providing solutions, and closing deals to help with renewal and referrals. It emphasizes how an effective pre-sales process can help businesses better understand markets, identify the right leads, and provide tailored solutions to address customer needs.
2. To save time and money by efficient re-
source allocation. Most start-ups spend
time on minute managerial aspects and
fail to do any meaningful business.
An inefficient team fails to bring business
and is actually one of the major reasons
that many corporates fail upon.
Why Pre-sales
3. Distinct from marketing and sales operations, presales provides a specific set
of activities that lead to qualifying, bidding on, winning, and renewing a deal.
• Consistently achieve win rates of 40–50% in new business.
• 80–90% in renewal business—well above average rates.
• Five-point improvement in conversion rates.
• 6–13% improvement in revenue.
• A 10–20% improvement in the speed of moving prospects through the sales process
What can pre-sale
accomplish
4. How to prepare a
Pre-sale
Imagine that you are a business owner and a fitness enthusiast who wants to open a brand new
gym in your hometown. As you start building the facility and preparing for opening day, you
want to gauge the public’s interest level while also generating a little excitement. So you decide
to begin the pre-sales process.
Rather than just opening the gym and starting off at zero, you decide to open up a pre-sales
office during construction. Potential customers can view a 3D model of what the gym will look
like and test out some promo equipment. Some may even sign up as customers at a discounted
rate. This is what is known as a pre-sales process and it is an important step for your business,
regardless of what industry you are in.
5. Sales vs
• Covers a broader aspect of acquiring
customer.
• Sales is emotive.
• Contact leads and Pitch the sale.
• Involves responsibilities of creating
trust and maintain relations with the
customer.
• Has to maintain relations and make
renewal/referral sale.
• Pre-sales is the initial stage of the
sales cycle.
• Pre-sales is technical, also called
sales support.
• Prospecting, Lead Qualification,
Research ,and design methods.
• Provides demo, identify pain points,
provide solution.
• Identify requirements to help make
renewal/referral.
Pre-sales
7. • The most important quirk for any business, is it’s ability to understand the fine points of the
market like, supply and demand, pricing, competitors, the pain point involved etc.
• Launching a product by not analysing at least 2 of the fine points will lead to the failure of the
said product.
• The pre-sales team are usually experts of Data modelling and Data analytics that provide the
necessary information required for the success of the product.
• Common methods include generating ideas for the Marketing team to implement, like
advertisements, mailing systems, digital marketing ideas, appointing business ambassadors
etc.
Market Research
8. Finding leads has become easier with the advancement of digital technology and sales
solutions. However, more leads doesn’t always mean better leads.
That’s where pre-sales comes in.
Pre-sales teams are experts in data analysis and lead evaluation. They use sales technology and
customer insights to build profiles of ideal clients and their patterns of behavior to identify
opportunities that are most likely to close.
Lead qualification ensures the sales team invests their time and resources on the most valuable
leads.
Prospecting &Qualifying
10. Customer Discovery Involves 2 phases of the Pre-sale cycle:
A robust pre-sales team will have sales reps who are experts in both
their business’s solutions as well as the customers’ businesses.
• Product Demonstration : A good demo helps to find out exactly what the customer is
looking for and what their unique challenges are. Rather than spend hours on research, a
simple product demo will help the customer make his requirements rather clear.
• Identify Pain Points : Once a customer has made his requirements rather clear.A pre-sales
person had to identify a solution for “how to make that happen?”.
Customer Discovery
11. • Every Business has it’s own pain points and the job of a pre-sales team is to provide tailor made
custom solutions to the clients, by understanding the existing pain points.
• The solution must include the potential serving the existing market as-well-as concerns
regarding upscaling the solution in the future to serve a larger market.
• In case of a renewal deal the market needs to be thoroughly to cross-sell and up sell various
new products to the same clientele.
• “A happy customer, makes a profitable business”.
Provide Solutions
12. • Once the necessary solution is arrived.The proposal can be submitted to the customer to be bid upon.
• Most of the time, role of a pre-sales team ends at the time of closing the deal.
• But a exceptional team can crate timelines for the expected growth of the customer and send reminder
alerts, promotional offers of other services/products.
• Create a support system to enable the customer clarify their issues or doubts.
• The leads to a strong relationship between the entities that a result in closing of deals for projects even
before entering the RFP (Request for proposal) stage.
Closing the Deal
13. • To Improve Sales, Pay More Attention to Presales from Harvard Business Review
by Homayoun Hatami, Candace Lun Plotkin, and Saurabh Mishra.
• Pre-Selling Simplified: 6 Steps to a Successful Presale By Matt Ackerson
Reference
