Closing a sales offer is a big win. And that’ s especially true regarding businesses selling complex products to other businesses. It takes plenty of work to reach the point where a team of buyers is ready to invest in your product.
But beyond the point where a customer says “ yes, ” a sale could still go wrong. If a new client has trouble making your own product work with the technology and systems they already use, then the hard work your salespeople put into landing that deal could be wasted. To prevent that, many companies will have multiple teams involved in the sales process: the traditional sales team we’ re all familiar with and presales professionals who perform a crucial role.
But for anyone new to the concept of presales, or still trying to figure out where a presales team would fit in, you might wonder what the difference among sales and presales really is.
Sales vs . presales: The particular short answer
The main difference in between sales and presales is the fact that sales is responsible for developing consumer relationships. In contrast, presales is usually involved in helping with the technological side of the sales process. Sales is concerned with the customer fit—ensuring a lead drops within your target audience and is more likely to buy. Presales is concerned with all the solution fit—ensuring your product is a good solution for the customer’ ersus pain points.
While the 2 roles are distinct, they’ re both important.
What exactly is presales?
The B2B sales process is long, difficult, and often too much for a salesman to handle alone. A presales team takes on a number of steps to allow the sales team more time to focus on building the relationship with prospective customers.
In particular, presales engineers deal with parts of the sales procedure that involve advanced technical knowledge. It’ s their job to understand the product good enough to grasp precisely where it will squeeze into a customer’ s technology stack and answer any technical features and implementation questions. Your typical product sales representative doesn’ t always have the specialized training for that. Presales enables them to perform their jobs more effectively and ensures they don’ to inadvertently mislead customers regarding technological features they may not really understand.
Common presales obligations
Each company can work out there how to break down responsibilities among sales and presales. There’ s no one right answer here. But to give you a concept of the kind of work presales professionals typically take on, a few common responsibilities include:
- Sending discovery emails
- Establishing and/or joining discovery phone calls
- Hosting demos
- Providing proof of concept
- Drafting sales plans
- Working on RFPs (requests to get proposals)
- Completing security questionnaires
- Helping with instance settings and setup
- Building files for sales and other teams that support a seamless transition
Presales may go alongside a sales representative on some of these tasks, and take on others independently. You’ ll want to create a precise presales process that describes their responsibilities and priorities.
What is sales?
Sales is in charge of gaining a lead’ s i9000 trust and convincing all of them that they’ re in good hands if they select your product. They’ re in charge of the process’ s i9000 more persuasive and personality-driven parts. The work presales does leaves the sales team with more time to focus on their main job: building relationships along with prospects and convincing these to buy.
Common sales responsibilities
In some companies, sales representatives may be involved or responsible for some of the tasks listed above. Normally, their most important responsibilities are:
- Performing prospecting function to identify clients who are an excellent fit for your product based on factors like budget, dimension, and need
- Deploying discussion tactics to prime prospects for a sale
- Closing deals
- Providing ongoing support in order to customers to keep them delighted after purchase (and drive retention)
That checklist may look short at a glance, but each responsibility is a big one that takes a lot of time and work. Through on a portion of the sales process, presales ensures sales representatives have the time they need to successfully tackle each step.
Identifying the rules of engagement intended for presales and sales
Collaboration between sales and presales is key to each teams accomplishing their goals. But you must ensure both groups understand when and how to work together. For that, define clear rules of engagement to avoid any confusion around who’ h responsible for what.
Think through every single step in the sales process. Then create clear guidelines for who should be associated with each step, along with instructions upon when and how to bring others into the process to fulfill their own roles. You can break this down based on the stage in the sales process, the type of client involved, and/or specific varieties of sales tasks. Make it clear in order to sales when they should be calling presales to help with some thing and vice versa.
Clarity here ensures people are responsible for the tasks they’ re suitable for. And it helps you prevent conflict that can arise whenever there’ s confusion around who’ s responsible for what. Both teams depend on one another for success, so you want a system that makes cooperation seamless.
Technologies enables sales and presales collaboration
A strong, well-defined procedure is the best way to ensure product sales and presales work together efficiently. But the right technology can make collaboration easier. RFPIO offers software that helps sales plus presales teams work better jointly. The content library enables you to track common questions you get from prospects, then simply save and access the very best answer to each one. The internal communication features enable natural handoffs between team members and helps you keep customers from falling through the cracks. And automation features cut down on hours of work spent on proposals plus answering questions.
Are you ready to develop a better process for aiming sales and presales upon content and engagement? Timetable a demo to see how RFPIO can help.