Any time a prospect has a question that needs technical knowledge, it more often than not falls to a presales professional to answer.
It’s your job to complete any gaps in knowledge the sales team has plus make sure every prospect has the answers they need. But on many organizations, the number of some people that have the mix of technical knowledge and sales skills in order to answer those questions does not match the level of need.
That leaves the presales team scrambling in order to balance an overwhelming list of duties. And taking your time hardly ever feels like an option—a sluggish response could put an essential deal at risk. As a result, many solutions engineers and other presales professionals feel relegated to checking off an endless list of in-the-weeds tasks instead of building toward strategic relevance—for customer expectations and income generation. Somehow, you need a method to do more with less.
There are many equipment designed to help presales enhance productivity. Some of my favorites include:
- Vivun: AI platform helps track everything presales does to impact sales and product development.
- Consensus: Next-level video-creation platform helps increase customization and interactivity.
- Demoflow: Demo administration tool helps make even the the majority of complex demo appear smooth.
After that, of course , there’s the underlying presales automation that makes it possible in order to efficiently work with the knowledge that drives all of these other programs.
3 Ways to Use Presales Automation
The work the presales team does is integral to the sales process, and the specialized skill set required means no one else can do it. But that doesn’t mean there’s no way to take the load off.
Think about it: a lot of the work you do now is redundant. How many questions do you field that you’ve already crafted a perfect answer to in past times? How often do you go back to a familiar script throughout a demo? And how much time would you spend on lengthy proposals that ask many of the same queries? You’re probably pretty sick and tired of repeating yourself.
A smart approach to presales software can save you from all that repeating in a few main ways.
1 . Use AI-powered knowledge management software to make solutions easy to find.
Many of the answers you’ve given before exist somewhere—maybe as one of a large number of emails in your sent file, or in an old demonstration recording no one’s troubled to revisit. If uncovering it takes more work than starting from scratch on a brand new answer, you’ll just end up doing the work over again.
So start capturing that content in a knowledge base . Knowledge management software employs AI to help make the best answers accessible the moment they’re needed. For presales engineers, that makes it easier to discover content you’ve created each time you need to re-use it to get a new customer query or even demo preparation.
But beyond that, all of your answers become accessible to other internal teams as well. Any time a sales representative encounters a question too technical to solution on their own, instead of automatically coming to you, they can check the understanding base. If the answer they require is there, they won’t have to involve presales at all. The self-service option makes their own jobs easier, which assists improve the overall relationship between sales and presales .
The same thing goes for the customer assistance team. With the right information management functionality, they can offer accurate answers to specialized questions without having to wait upon you. That means faster responses, a better customer encounter , and less work for presales.
2 . Automate proposal development.
Proposals are frequently an important part of winning new offers, but they take hours associated with work to complete. Some of the proposal process should be personalized. Customization is a big part of environment yourself apart from competitors and proving your product’s worth. But often , the time it takes to complete a proposal in any way means you’re scrambling to protect the basics, leaving little time leftover for the personal touches that increase win rates.
When you have a solid information management system that is accessible from all the software applications where presales engineers already function, you can offload a lot of offer creation to automation technology. Software can recognize which questions it has seen before, pull from the stored bank of answers, and fill up relevant information in automatically. Then all you need to do is review the answers for accuracy, and focus on the parts of the proposal that benefit most from personalization.
According to the 2021 RFPIO Benchmark Report , 84% associated with companies that use RFP software spend more time personalizing proposals, and still submit 43% more plans than companies that don’t. By bringing automation into the process, a single RFPIO client cut a proposal process that typically lasted in regards to month to one that requires a week and a half and demands fewer people.
3. Automatically gather data on the process.
When you’re in the dense of doing work day after day time, it’s hard to see the processes and tactics you’re making use of clearly. And creating additional processes to track and monitor your actions and outcomes would add more for your already overwhelming workload.
The software you use to carry out your job each day can instantly track data on how you work, what types of resources you use, and how that all ties back to the final results you get. Technology can monitor processes and output to spot common bottlenecks. If proposals or deals are typically held up because of something preventable, tech can help you catch it and change things. Technology can also place trends in which proposals a person typically win and get rid of, and give you a better concept of which are worth your time.
And all that tracking happens automatically in the history, so you don’t have to do something extra in your job other than review analytics for insights.
Automation Provides Room for Innovation
The idea of trusting technology to do tasks you’re used to doing yourself could really feel risky at first. You’re with this role because you have particular skills and knowledge that no software product can replicate. The value of automation isn’t that it replaces those specialized skills—it doesn’t—it’s that it helps you do your job more efficiently and effectively.
Once you cut down on repetitive, tedious tasks, you win time back for doing more of the work that only you can do—the kind that involves creativity and results in innovation . The result is really a more successful sales process, much better relationships with other internal teams, and more space to do the work that provides satisfaction.
If you’re ready to increase presales productivity while improving well-being, schedule a demo nowadays.