How Improving Pre-Sales Activities Can Improve Your Sales Process

#Pre-sales #sales activities #training

Janine Ordman

A great deal of work goes into placing proverbial breadcrumbs in exactly the right spot for potential customers to follow to your doorstep. Pre-sales preparation is integral to the success of sales overall, with proper preparation enabling businesses to maximize their time, build credibility with their contacts, and to speed up the sales process. Although it may overlap with marketing and sales, pre-sales activities are distinct.

The Harvard Business Review (HBR) observed that companies with effective pre-sales capabilities tend to attain above-average win rates of 40-50% in new business and 80-90% in renewal business. In addition, HBR maintains that improved pre-sales activities could yield a five-point improvement in conversion rates, up to a 13% improvement in revenue, and up to a 20% improvement in the sales process.

Why Is Pre-Sales So Useful?

We have summarized some of the key points here:

• Identifying leads has become significantly easier thanks to, among other things, digital innovations. In addition, advanced analytics allow for the early identification and prioritization of opportunities.

• Presales teams typically consist of experts who are responsible for technical activities, such as the development of tailor-made solutions to customers’ problems. Pre-sales teams anticipate customer needs (met and unmet) so that sales teams may reliably deliver on them (e.g., making recommendations about what the sales team should sell to specific customers) – thus assisting in positioning the business’ solution as the ideal one.

• Presales teams assist in accelerating the sales pipeline by drawing on their in-depth understanding of the market and the business’ solutions to anticipate the types of activities or circumstances that would lead to a sales renewal. In addition, they are able to automate sales-related processes (e.g., providing customers with suitable recommendations ahead of their renewal date).

Course Recommendation

If you’re looking to enhance your business’ sales, but feel like you don’t quite know where to start, Coggno can recommend the Pre-Sales Activities Training Set by SalesBasix, which includes two full courses (i) Properly Prepare for Sales Activities, and ii) Conduct Effective Prospecting Sessions to help you along the way.

“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.”

– Patricia Fripp

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