Presales is the process of engaging with potential customers before the sale is finalized. It encompasses activities such as lead qualification, needs analysis, solution demonstration, and proposal creation. Unlike sales, which focuses on closing deals, presales are about laying the groundwork for successful conversions by addressing the customer's pain points and aligning solutions with their requirements.
A presale refers to the preliminary phase of selling a product or service, where potential customers are engaged before the official launch or availability of the offering. During this stage, businesses aim to generate interest, gather feedback, and secure commitments from Prospective buyers.
Sales typically occur after a product or service has been fully developed and is ready for purchase by customers. In contrast, presales activities take place before the product or service is officially launched or made available to the public. Presales involve activities such as market research, lead generation, product demonstrations, and negotiations to build interest and secure commitments from potential customers.
An example of presales is when a software company offers early access to a new version of their product to select customers for testing and feedback before the official release. During this presale phase, the company may provide demonstrations, gather user input, and negotiate pricing or licensing agreements with interested parties.
Presales professionals play a multifaceted role, acting as consultants, advisors, and product experts. They possess a deep understanding of their company's offerings and are adept at articulating how these solutions can solve customer challenges. Moreover, presales teams serve as the bridge between sales and product development, providing valuable insights from the field to drive product enhancements and innovation.
The best practices in presales are as follows:
The key strategy for presales success is as follows:
Se trata de encuestas breves que pueden enviarse con frecuencia para comprobar rápidamente lo que piensan sus empleados sobre un tema. La encuesta consta de menos preguntas (no más de 10) para obtener la información rápidamente. Pueden administrarse a intervalos regulares (mensual/semanal/trimestral).
Celebrar reuniones periódicas de una hora de duración para mantener una charla informal con cada miembro del equipo es una forma excelente de hacerse una idea real de lo que les pasa. Al tratarse de una conversación segura y privada, te ayuda a obtener mejores detalles sobre un asunto.
eNPS (employee Net Promoter score) es una de las formas más sencillas y eficaces de evaluar la opinión de sus empleados sobre su empresa. Incluye una pregunta intrigante que mide la lealtad. Un ejemplo de preguntas de eNPS son ¿Qué probabilidades hay de que recomiende nuestra empresa a otras personas? Los empleados responden a la encuesta eNPS en una escala del 1 al 10, donde 10 significa que es "muy probable" que recomienden la empresa y 1 significa que es "muy improbable" que la recomienden.
