It’s no secret that refining the sales sequence is essential to a company’s success. But what is less known is that presales – the process of identifying and qualifying potential customers – is just as crucial, if not more so.
Harvard Business Review reports that companies with successful implementation of presales processes often secure win rates between 40–50% for new business and 80–90% for renewals.
You see, investing in presales will work wonders in your sales pipeline.
Before we move into the significant differences between these terms, let us first define them.
Table of Contents
Key Takeaways
Presales is crucial for laying the groundwork for successful transactions by establishing and nurturing relationships with potential customers, ultimately bridging the gap between customer expectations and company offerings.
While sales teams focus on meeting revenue targets and closing deals, presales teams support sales by providing technical expertise, product knowledge, and resources to ensure sales representatives are prepared to strategically sell the offer.
Presales involves tasks completed before a sale, such as lead identification, qualification, nurturing, and proposal crafting. On the other hand, sales processes begin after lead generation, involving engagement, negotiation, order fulfillment, and upselling, supported by tools like proposals, contracts, and demos.
Definitions
What is Presales?
Presales refers to the activities done b shopify shipping setup efore a customer makes a purchase.
Before a sale takes place, companies often leverage presales activities to establish and nurture relationships with potential customers.
From creating tailored marketing materials to organizing events connecting buyers and sellers, these efforts can provide the groundwork for successful transactions.
A vital component of presales operations is customer analysis, which helps salespeople understand their target audience better through surveys and data reviews.
The purpose of presales is to bridge the gap between customers’ expectations and company offerings by helping customers arrive at the best possible decision for their specific needs.
What is Sales?
Sales is the process of closing the deal—convincing the customer to make the purchase and completing the transaction. The seller completes a transaction in response to an inquiry, offer, bid, or proposal.
Direct sales activity involves the actual process of selling, which is more relationship-driven and aims to close deals.
A sale is considered to be complete when:
The buyer and seller agree on the price and quantity of goods or services
Both parties exchange something of value
The title to the goods or services passes from the seller to the buyer.
Differences
Presales and sales represent the dynamic between the custo atb directory mer and the company. Without a strong presence in either department, an organization may find it difficult to move products or services from concept to reality.
The sales funnel describes the various stages involved in the sales process, with presales activities playing a crucial role at the beginning of this funnel. These activities are integral to improving future sales through process optimization and collaboration with sales teams.
Sales teams are responsible for meeting and exceeding quotas by selling products or services to customers. Pre-sales teams are accountable for supporting the sales team in achieving their quotas.
Let’s explore their differences in goals, roles, processes, and tools.
Goals
The goal of presales is to enable the sales team.
So, the pre-sales team needs to have a deep understanding of their offer an bolja fleksibilnost u schulingu pridonosi d communicate that understanding to the sales rep. Presales also supports the sales team by providing them with tools, information, and resources.
In short, the presales goal is to ensure that the sales team is as prepared as possible to sell the offer. Additionally, effective presales activities play a crucial role in retaining existing customers and maintaining customer loyalty.
The goal of sales is to sell the product or service.
