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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:
These are short surveys that can be sent frequently to check what your employees think about an issue quickly. The survey comprises fewer questions (not more than 10) to get the information quickly. These can be administered at regular intervals (monthly/weekly/quarterly).
Having periodic, hour-long meetings for an informal chat with every team member is an excellent way to get a true sense of what’s happening with them. Since it is a safe and private conversation, it helps you get better details about an issue.
eNPS (employee Net Promoter score) is one of the simplest yet effective ways to assess your employee's opinion of your company. It includes one intriguing question that gauges loyalty. An example of eNPS questions include: How likely are you to recommend our company to others? Employees respond to the eNPS survey on a scale of 1-10, where 10 denotes they are ‘highly likely’ to recommend the company and 1 signifies they are ‘highly unlikely’ to recommend it.
