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Pre-sales typically handles discovery to find out exactly what the customer is looking for and what their unique challenges are.

This is when initial contact is made with the customer after they’ve been qualified. Next in the pre-sales process is customer discovery. Processing and Qualifying Leads (Click on image to modify online) Lead qualification ensures the sales team invests their time and resources on the most valuable leads. They use sales technology and customer insights to build profiles of ideal clients and their patterns of behavior to identify opportunities that are most likely to close. Pre-sales teams are experts in data analysis and lead evaluation. However, more leads doesn’t always mean better leads. Lead qualificationįinding leads has become easier with the advancement of digital technology and sales solutions.

The pre-sales process essentially follows the basic sales pipeline up to the hand-off to sales closers.Ī pre-sales process flow will look something like this:Ī strong pre-sales process supports sales at every stage of the pipeline. The key is building an integrated sales process that allocates the right resources to the right people at the right time so everyone has what they need to succeed. Both pre-sales and sales teams should work together to identify the strongest opportunities and prepare winning proposals. There will typically be some overlap and interaction between the two teams and processes. In other words, pre-sales lays the groundwork for sales to succeed. Once an opportunity has been qualified and nurtured, pre-sales hands the customer off to the sales team to close the deal.

Pre-sales focuses on research, validation, preparation, and lead nurturing. Pre-sales and sales should work together seamlessly, but they are distinct roles and processes. A well-oiled pre-sales process plays a critical role in identifying and capitalizing on opportunities with new and existing partners and accelerating the sales process. The goal of pre-sales support is to help the sales and marketing teams find, win, and renew customers. Managing deal qualification and proposals.Identifying solutions to customer pain points.The pre-sales process covers all the activities that take place before closing the sale.