How do you evaluate and select the best pre-sales tools and platforms for your needs?

Three questions will help you - what problem do I need to solve? - How do I know this is a problem? - Why will a tool help me solve my problem? Are you observing a lack of effectiveness (your message isn’t aligned to your customers’ needs) or a lack of efficiency (difficulty scaling)? Use a mix of feedback and KPIs to validate the problem. Key KPIs are win rate, deal duration and average deal size. Negative customer feedback or internal feedback from the presales and sales teams can indicate issues that need to be addressed. Now assess IF and WHY an additional tool is the right solution. Will manual processes benefit from automation? Does your competition use tools to respond faster or more effectively? Are your tools outdated?

Below guide can help to identify tools for presales: -Define Requirements: Clearly outline your needs, including CRM integration and analytics -Research Options: Explore various tools, considering industry standards and peer reviews -Compare Features: Evaluate features like UI, customization, and scalability - Assess Usability: Ensure the tool fits your team's workflow seamlessly - Check Compatibility: Verify integration with existing systems -Review Support Quality: Assess vendor support and training -Cost Evaluation: Analyze pricing and potential ROI -Trial and Feedback: Gather team feedback during trials -Security Check: Confirm compliance with security standards - Scalability Consideration: Ensure the tool accommodates future growth

Avaliar as ferramentas e plataformas de pré-vendas varia de dois pontos específicos: Objetivos e tempo. Objetivos baixos e longo tempo: Plataformas gratuitas. Objetivos altos e longo tempo: Investimento aumenta segundo faturamento aumenta. Objetivos baixos e curto tempo: Investimento baixo. Objetivos altos e curto tempo: Alto investimento.

Según mi experiencia, la parte más importante es ser resolutivo y ágil en responder y atender las necesidades del cliente. Una gran barrera es obtener ese feedback de parte del equipo comercial, teniendo en cuenta que un team bien engrasado, coordinado, es capaz de anteponerse de forma proactiva a cualquier situación.

Evaluate and select pre-sales tools by first identifying specific goals and challenges. Understand your team's needs, such as lead generation, prospect engagement, or communication enhancement. Prioritize features that align with these objectives. Consider integration capabilities with existing systems and user-friendly interfaces. Seek platforms that offer analytics for performance tracking. Trial periods or demos can provide hands-on experience. Assess scalability for future needs and ensure compliance with security standards. Solicit feedback from end-users and IT teams. Ultimately, choose tools that streamline processes

When selecting pre-sales tools, start by understanding your needs clearly. Explore different options available and compare their features. Ensure the tools are user-friendly and can integrate smoothly with your existing systems. Consider scalability for future growth and check the support and training provided. Factor in costs and try out demos or trials before making a decision to ensure they meet your requirements effectively.

I will add this from my experience - involve your team in the process! Discuss and document what everyone in your presales team wants from the new tool - better ways to collaborate with customers? Or more efficient activity tracking? Or better demo tools? Get everyone to try them out and share their thoughts. Why will the "new world" (with the new tool) be better than the "old world"? Remember, you want to build a culture of commitment and NOT compliance. After all, the right tool should make everyone's job easier and more effective!

When selecting pre-sales tools, start by defining your specific needs and goals. Evaluate tools based on key features such as lead management, CRM integration, analytics, and user interface. Consider scalability, customization options, and user-friendliness. Compare benefits like improved efficiency, data accuracy, and team collaboration. Check for compatibility with existing systems. Seek user feedback and reviews to assess real-world performance. Conduct trials or demos to experience the tools firsthand. Ultimately, choose a platform that aligns with your business objectives, enhances workflow, and provides a positive user experience, ensuring a seamless integration into your pre-sales processes

When selecting pre-sales tools and platforms, assess costs and value through a comprehensive analysis. Start by outlining your specific needs and goals. Compare subscription costs, implementation fees, and any potential hidden expenses associated with each tool. Consider the scalability of the solution and its alignment with your long-term business objectives. Evaluate the features and functionalities offered, ensuring they address your unique requirements. Seek user feedback, reviews, and testimonials to gauge the platform's effectiveness. Ultimately, prioritize value over cost alone, as an investment in a robust pre-sales tool

To assess the tool's ROI, first determine the target KPIs it will positively influence and how. Use a value engineering framework to quantify the benefits and the timeframe in which you will realize these benefits. Compare the costs of each tool against the tangible benefits. How much time will it save? How much additional revenue could it generate? Calculate how long it will take for the tool to pay for itself in terms of increased productivity or sales. REMEMBER: TCO is not just the license costs. Consider integration, training, downtime/maintenance and other ongoing costs. Also, consider how pricing will be affected as your team size grows or reduces. Will other customer-facing teams need access to this tool?

Get a demo and start trials EARLY once you've short-listed candidates Why? Because there's no substitute for seeing how they fit into your team's day-to-day. Get a few team members involved. Set up a PoC with a clear time frame, dedicated resources, and most importantly, clear success criteria. During this trial period, really dive into the functionality, usability, and how well it plays with your existing tools. Ask all the questions, push for needed customizations, and make sure you're not just being sold a shiny new toy but a tool that genuinely upgrades your workflow. This hands-on approach ensures you make a choice that truly benefits your (pre)sales process and team.

As you're narrowing in on a decision, it's crucial to get outside perspectives. No tool is going to be perfect for every single team. Ask your network for the good, the bad, and the ugly. How did the tool work for them? What were the game changers? What fell short? What would they have done differently? G2 reviews can be goldmines of honest feedback, highlighting both the shiny successes and the gritty challenges. Ask the vendor for reference calls. Take all of this feedback with a grain of salt. Every team's needs are different. Use the insights to inform your decision, not dictate it. Combine this external feedback with your own trial experiences to make the most informed choice, one that'll enable your team to shine.

Do not focus solely on the pre-sales motion when choosing a tool. Your customer journey should include everything that comes after your technical win - e.g. in a SaaS product you may have ramp, deployment, migrations etc to consider. There should be a user friendly way to track and measure these so your business has insight into the efficiency of your processes and help optimize these to ensure future customers have near-seamless on-boarding experiences.

When selecting tooling for PreSales, you must consider how the various suppliers will support your organisation both at a product level and commercially. For example, as a high growth business, you'll want to know the platform is reliable, that there is experience servicing organisations of your size, and that commercially the contracts are built to ensure you can scale without friction. How easy is it for you to add users, will the vendor make this easy or is it another purchase cycle? is there a willingness to work with you to ensure the product is developed in the right direction. Many PreSales tools are relatively new to market and so release new features regularly, you want to know you have a voice in the product roadmap!