As important as making a good marketing plan is qualifying and preparing leads for the moment of sale. Discover the importance of pre-sales!
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We usually associate the term pre-sale with reserving products and services for future purchase. However, get us to it, because in the commercial field the term has taken on another meaning.
This is a new working methodology, more in line with the objectives of companies that have already understood the importance of achieving greater integration between sales and marketing.
The purpose of this area of pre-sales (you may also see it call sales development or business development ) is to pay more attention to prospecting for customers.
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t pre-sales is the area that will make the first contact with the client, preparing the ground for the approach of the sales team.
In practice, this means that the company nauru email list 100000 contact leads will have specific professionals to work better on qualifying leads .
The proposal to leave this type of activity in the hands of a team specializing in sales development is bas on the observation that the leads generat are not always fully utiliz.
In fact, in their day-to-day pursuit of faster results, sales teams often end up focusing on a particular group, wasting important contact opportunities.
In the classic commercial structure model , it is up to marketing to prepare the lead , which will only be transferr to sales when it is properly nurtur.
It turns out that, in practice, a more personal approach (such as a simple phone call) can make a big difference in the results of a prospecting effort.
But marketing professionals are not always train to perform this type of task, even because the focus of their work is planning and executing campaigns. Experience, in this case, helps more in finding solutions for the area than in carrying out this type of work.
And, in most structures, it is counterproductive to leave this preparation to sales, as this means that the area will not be able to dicate itself 100% to what it does best: closing deals.
That’s where the pre-sales executive comes in, responsible for initial contacts with the client and developing prospecting strategies — to better understand the mindset that prevents you from achieving better results, read this article on the subject.
Is it clear how this works in more conceptual terms
So now let’s see what nes to be done to implement your pre-sales area!
When do we ne to implement the pre-sales area?
The first step in implementing a pre-sales area is to analyze the maturity level of the company’s sales strategy .
We explain: at the beginning of the google ad account audit: what to expect and how it pays off process, it is recommend to maintain the division in the most traditional model. Marketing will be in charge of preparing the lead and, when it is duly qualifi, sales will take over to make the proposal and guide the closing.
If the job is done right, the number of leads will tend to increase, to the point that the sales department will have to start filtering who has priority in service. Logically, it is clear that the zone will leave out the coldest ones.
When this happens, it is time to designate specific professionals to handle that portion of leads that are not yet ready for a commercial approach.
Why is it important to carefully analyze the appropriate time frame for this change?
It cannot happen without a consistent foundation, because this will harm the pace of work and may even hinder integration between corporate areas.
Another important detail: the pre-sales cz lists executive (SDR) requires specific training and to develop it we must have a broader vision of the company’s sales process .