The Incredible Powers of PreSales & How C-Suite can Boost their Sales Growth

The role of PreSales in today’s SaaS organizations is growing by leaps and bounds as they are realizing the value of a PreSales team and how an efficient PreSales process can contribute to the company’s topline.

PreSales is not an outlier. Rather it’s a function interspersed with Sales, Product, Marketing, and more importantly, your customer.?

They add value at every stage of the sales cycle, and also give insights to the GTM teams to strengthen their messaging, prioritize feature builds, and position the value proposition aligned to the market needs.

PreSales teams help with the technical part of the sales cycle and help the sales team close deals.?

In general, the PreSales team helps with handling presentations, technical explorations, Request for information, Request for quote, etc. They can also be the trusted advisor that a prospect needs.?

It’s also important for PreSales professionals to clearly understand the prospect’s needs.?

It helps in two ways:

1. If pain points and product features are aligned and they show the exact use cases, it can end in a quick closure.?
2. If they understand that the solution might not be the right fit for the prospect, they can explain this in the initial stages of the call itself thereby saving time for the company.?

The first situation earns revenue, the second situation earns the trust of the prospect and they might refer other people to the company.

How can C-Suite help PreSales do more, and get better revenue numbers

It’s important for C-suite to unify the PreSales workflow, level up GTM intelligence, and maximize team productivity.?

They need to formulate strategies, and continuously improve the PreSales process.?

They should also create a repository to track lost deals and wins, feature requests, conversations, etc. With this gold mine of information, you can plan and set up processes.?

They should allow PreSales teams to share prospect inputs with other stakeholders like the Product, Customer Success, Marketing, Sales, and Support teams. In a nutshell, all of them should be aligned.

They also devote time and resources for training the PreSales professionals. Since the PreSales professionals directly deal with your prospects, improving the soft skills, and technical skills are vital for overall success.

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