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:
Ini ialah tinjauan ringkas yang boleh dihantar dengan kerap untuk menyemak pendapat pekerja anda tentang sesuatu isu dengan cepat. Tinjauan ini terdiri daripada kurang soalan (tidak lebih daripada 10) untuk mendapatkan maklumat dengan cepat. Ini boleh ditadbir secara berkala (bulanan / mingguan / suku tahunan).
Mengadakan mesyuarat berkala selama sejam untuk sembang tidak formal dengan setiap ahli pasukan adalah cara terbaik untuk memahami apa yang berlaku dengan mereka. Oleh kerana ia adalah perbualan yang selamat dan peribadi, ia membantu anda mendapatkan butiran yang lebih baik mengenai sesuatu isu.
eNPS (pekerja skor Net Promoter) adalah salah satu cara yang paling mudah tetapi berkesan untuk menilai pendapat pekerja anda terhadap syarikat anda. Ia termasuk satu soalan menarik yang mengukur kesetiaan. Contoh soalan eNPS termasuk: Bagaimana kemungkinan anda mengesyorkan syarikat kami kepada orang lain? Pekerja bertindak balas terhadap kaji selidik eNPS pada skala 1-10, di mana 10 menandakan mereka 'berkemungkinan besar' untuk mengesyorkan syarikat dan 1 menandakan mereka 'sangat tidak mungkin' untuk mengesyorkannya.
