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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:
Il s'agit d'enquêtes courtes qui peuvent être envoyées fréquemment pour vérifier rapidement ce que vos employés pensent d'un sujet. L'enquête comprend moins de questions (pas plus de 10) afin d'obtenir rapidement des informations. Elles peuvent être administrées à intervalles réguliers (mensuels/hebdomadaires/trimestriels).
Organiser périodiquement des réunions d'une heure pour discuter de manière informelle avec chaque membre de l'équipe est un excellent moyen de se faire une idée précise de ce qui se passe avec eux. Comme il s'agit d'une conversation sûre et privée, elle vous permet d'obtenir de meilleurs détails sur un problème.
L'eNPS (employee Net Promoter score) est l'un des moyens les plus simples et les plus efficaces d'évaluer l'opinion de vos employés sur votre entreprise. Il comprend une question intrigante qui permet d'évaluer la loyauté. Voici un exemple de questions posées dans le cadre de l'eNPS Quelle est la probabilité que vous recommandiez notre entreprise à d'autres personnes ? Les employés répondent à l'enquête eNPS sur une échelle de 1 à 10, où 10 signifie qu'ils sont "très susceptibles" de recommander l'entreprise et 1 signifie qu'ils sont "très peu susceptibles" de la recommander.
